Overview
As the Director, Solution Specialist Manager (AIWF), you will lead a team of solution specialists focused on driving AIWF business growth across Strategic & Upper Major accounts. This role blends deep security domain expertise with strong sales leadership, requiring you to coach sellers, engage directly with customers, and own the forecast and execution of the business. Operating at a highly visible level, you will help shape strategy, represent the business to senior stakeholders, and ensure the team delivers against both revenue and customer impact goals in a complex, evolving security landscape.Manages and aligns team with the organization's vision and customer success objectives, ensuring adherence to sales frameworks and guidelines. Guides and supports team in anticipating and addressing competitive threats and gaps in the market across all solution areas. Guides team to lead end-to-end artificial intelligence ( Copilots) and cloud-driven transformation initiatives for customers. Collaborates with area or organization leader to ensure an accurate forecast through pipeline management and a deal-based forecast in each of the core solution areas. Facilitates cross-team collaboration to enhance operational excellence and support the execution of the business strategy. Guides team to utilize technology to foster business growth across solution areas and ensures the use of artificial intelligence (AI)-powered analytics and forecasting tools to enhance precision. Actively seeks to match solution scenarios with customer and partner organizations, focusing on how Microsoft's offerings can complement and add value to their business operations. Serves as a customer and partner advocate within the subsidiary/area, offering feedback to solution area leaders to refine strategy and encourage continuous improvement to seize market opportunities and build trust. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.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
Strategic Sales Leadership & Territory Strategy: Lead and mentor multiple teams in strategic discussions with senior customer stakeholders and decision makers to deepen relationships and accelerate high-value sales opportunities.Set territory strategy through whitespace analysis and identification of business opportunities and market gaps, leveraging AI-driven market intelligence and predictive analytics.Lead comprehensive territory evaluation to align sales initiatives with customer business priorities, outcomes, and future market needs.Act as a trusted advisor and subject matter expert for strategic customers, guiding AI- and cloud-driven digital transformation initiatives.Sales Pipeline & Forecast ManagementLead territory-wide sales and consumption pipeline reviews with internal senior stakeholders to drive forecasting accuracy and achievement of sales targets.Ensure strong pipeline hygiene across all opportunities and milestones using available tools, data, and processes.Direct teams to monitor adoption, usage, and consumption signals to identify expansion opportunities, mitigate risks, and drive healthier, more predictable renewals.Integrate propensity, renewal, consumption, and usage insights to prioritize sales strategies and investment focus.Solution Selling & Customer EngagementLead teams in developing and implementing AI- and cloud-based solutions for existing and new customers, emphasizing innovative and secure architectures.Coach teams on solution selling, value articulation, storytelling, and negotiation to secure complex, high-value deals.Ensure adherence to sales frameworks and AI-enhanced sales methodologies to assess, qualify, and close opportunities effectively.Champion security-first principles in customer engagements to reinforce trust, compliance, and Microsoft’s commitment to secure AI transformation.Partner & Ecosystem OrchestrationLead collaboration across internal organizations (e.g., Account Team Units, Customer Success Unit, Industry Solution Delivery, Global Partner Solutions) to orchestrate deals and ensure effective lifecycle handoffs.Build and maintain strong executive-level partnerships with customers and partners to enable co-selling, partner attach, and scaled customer value realization.Guide teams in refining partner engagement strategies per account and opportunity to maximize joint success and long-term partnership health.People Management & LeadershipDeliver results through empowerment and accountability by modeling Microsoft’s culture, values, and leadership principles.Define clear objectives and outcomes, coach teams to adapt and learn, and enable success across organizational boundaries.Attract, retain, and develop top talent by understanding individual strengths and aspirations and investing in employee growth and performance.Manage performance, execute strategic initiatives, and foster a high-performance, inclusive team environment.Communication & Executive PresenceEffectively communicate the value of solutions to internal and external stakeholders, ensuring alignment on objectives and priorities.Deliver compelling presentations and written communications tailored to executive audiences, technical stakeholders, and business decision makers.Navigate conflict and sensitive situations with professionalism, clarity, and empathy.
Qualifications
Required QualificationsBachelor’s Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field AND 12+ years of experience in technology-related sales or account management OR equivalent professional experience.12+ years of solution or services sales experience.3+ years of people management experience. Preferred QualificationsPreferred QualificationsMaster’s Degree (e.g., MBA, Information Technology, Information Security, or related field) AND 8+ years of technology-related sales or account management experience OR Bachelor’s degree with 14+ years of relevant experience.Demonstrated experience leading complex, AI- and cloud-driven transformation initiatives.Proven track record of managing large, complex sales pipelines and forecasting accuracy at scale.Strong executive presence with the ability to influence senior stakeholders and C-level decision makers.Experience working with partner ecosystems and cross-functional global teams.
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.**