Overview
As a Solution Area Specialist – AI Business Process, you will lead strategic sales engagements that help organizations transform their business processes through AI-powered solutions across Dynamics 365, Power Platform, and Copilot.
You will act as a trusted advisor to C-level executives and Business Decision Makers, guiding customers through their AI and cloud transformation journeys. Leveraging AI-driven market insights, predictive analytics, and Microsoft’s solution portfolio, you will identify and accelerate high-value opportunities and align them with customer business priorities and outcomes.
This role is responsible for end-to-end sales execution, from account planning and opportunity qualification to deal closure and post-sales partnership. You will collaborate cross-functionally (ATU, CSU, GPS, ISD) and with partners to drive pipeline growth, forecasting accuracy, customer adoption, and long-term success.
Responsibilities
- Executive Customer Engagement Build and maintain strategic relationships with C-level executives and business decision makers, leading high-impact conversations that uncover business priorities, define success metrics, and position AI-driven solutions as critical enablers of transformation.
- Strategic Sales Planning & Execution Develop and execute comprehensive sales strategies that align with customer business objectives, incorporating market insights, competitive positioning, and long-term account planning to drive sustainable growth and deal success.
- Pipeline & Forecast Management Own and manage a robust sales pipeline by driving opportunity qualification, progression, and closure, while leading forecasting processes with senior stakeholders to ensure accuracy, predictability, and achievement of revenue targets.
- Business Value Selling (ROI / TCO Development) Translate customer challenges into measurable business value by building strong financial cases, including ROI and Total Cost of Ownership (TCO), to support decision-making and justify investment in AI Business Process solutions.
- Partner & Stakeholder Orchestration Coordinate cross-functional teams and partner ecosystems to execute complex deals, ensuring alignment across sales, technical, and delivery stakeholders while driving effective co-sell motions and seamless customer experiences.
- AI & Cloud Solution Positioning Articulate the value of Microsoft’s AI Business Process portfolio, including Dynamics 365, Power Platform, Copilot, and AI agents, by connecting technical capabilities to business outcomes in a clear, differentiated, and compelling manner.
- Data-Driven Opportunity Identification & Growth Leverage data insights, including customer consumption trends, market intelligence, and predictive analytics, to identify whitespace opportunities, refine sales strategies, and drive expansion across existing and new accounts.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience.
- Demonstrated ability to communicate fluently and effectively in English, both written and verbal, in professional and executive-level environments. This includes leading business discussions, delivering presentations, negotiating with stakeholders, and clearly articulating complex ideas to diverse audiences across global teams.
Additional or preferred qualifications
- Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.
- 6+ years solution or services sales experience.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about **requesting accommodations.**