Overview
Do you enjoy working on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
In the AI Workforce Specialists team, we are looking for passionate, experienced, and credible specialist sellers with a drive for developing and winning strategic opportunities that deliver end-to-end AI Workforce transformation at scale through high-impact, value-driven customer engagements—helping organizations achieve meaningful business outcomes and unlock the full potential of AI-powered productivity.
Drive end-to-end success for Microsoft’s AI Workforce ambitions by leading with M365 Copilot and adjacent AI solutions as the core of your sales motion. As a Digital Solution Specialist, you will be accountable for identifying, shaping, and closing Copilot-led opportunities by translating business scenarios into tangible AI productivity outcomes, engaging both business and technical stakeholders. You will partner closely with account teams, technical specialists, and ecosystem partners to build compelling value cases, accelerate pilot-to-production conversions, and scale adoption through usage growth and change management. Success in this role is measured by Copilot revenue, Net Paid Seats Added (NPSA), active usage, and customer business impact, with a strong focus on building repeatable plays, competitive positioning, and thought leadership in AI-driven workplace transformation. Key skills include strong business-to-technical storytelling, expertise in M365 Copilot and AI workloads, consultative selling, value engineering, data-driven insights, change management, stakeholder influence at CxO level, and the ability to drive adoption and measurable impact at scale.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Sales Execution: You will Orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close AI Workforce opportunities.
Business Value & Consultative Selling: You will foster and expand Microsoft’s relationships with Customer Business Decision. Hunt new AI Workforce opportunities by identifying and engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of AI Workforce solutions.
Scaling and Collaboration: You will lead the planning, orchestration and execution of AI Workforce opportunities with internal stakeholders and partners to cross-sell and up-sell.
Technical Expertise: You will lead AI Workforce BDM and ITDM conversations, share best practices, present solutions with a differentiated value proposition, use cases and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
Sales Excellence: You will lead and plan for accounts across territories, do compete plans and business analysis to pursue high-potential customers and manages AI Workforce solutions across the organization.
Qualifications
Required Qualifications
5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience
OR equivalent experience
Preferred Qualifications
7+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience
4+ years of experience consultative, value-based selling
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.**