OverviewOur purpose is to empower organizations to transform the way they work by harnessing the full potential of artificial intelligence. We guide customers through the evolving digital landscape, enabling them to unlock new opportunities, enhance productivity, and deliver exceptional employee and customer experiences. By integrating advanced AI capabilities across devices, cloud platforms, and everyday business applications, we help organizations realize seamless, innovative, and secure solutions that drive sustained growth and success in the AI era.
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.
Join Microsoft as an AI Business Process Digital Solution Area Specialist. In this individual-contributor, quota-carrying role you will own the entire engagement cycle, pinpointing opportunities, crafting value propositions, and driving AI-powered business-process transformations. Partnering closely with Account Executives, Digital Solution Engineers, and marketing teams, you will design win strategies, deliver compelling demos and pilots, and land customer success plans that accelerate adoption of Dynamics 365, Power Platform, and Copilot solutions. Leveraging deep domain expertise and consultative selling skills, you will translate complex scenarios into clear business outcomes, remove blockers, and consistently meet or exceed revenue targets. You will also share best practices, expand your technical depth, and act as a trusted advisor who connects Microsoft innovation to measurable customer impact, advancing your own career growth in solution sales and cloud technologies.
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- Partner with and lead Account Planning Team on Account Plan for AI Business Process opportunities, including decision maker identification and solution play selection.
- Establish and build C-Suite and Business Decision Maker (BDM) relationships as an industry aligned Business Applications solution expert.
- Build & maintain the required range of qualified pipeline coverage for rolling four quarters through digital-first seller tools
- Deliver the One Microsoft narrative and solution pitches to C-Suite executives and Business Decision Makers.
- Orchestrate business value + technical solution demos to align with the customers' desired business outcomes and solution requirements.
- Manage long-term contract renewals with existing accounts to ensure long-term satisfaction and success.
- Actively and regularly engage in sales community calls/channels and share learnings and best practices.
QualificationsRequired/minimum qualificationsBachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience OR 6+ years of technology-related sales or account management experience.
Additional or preferred qualifications- Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ 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 8+ years of technology-related sales or account management experience.
- 3+ years of solution sales or consulting services sales experience
- Experience selling AI Business Process, ERP, CRM, Dynamics 365, Copilot, or related business applications solutions, with a demonstrated ability to position AI and agentic technologies to drive customer business outcomes.
- Prior experience working within a partner-led or indirect sales model, including collaboration with Cloud Solution Providers (CSPs), systems integrators, or channel partners to influence complex customer engagements.
- Knowledge of Microsoft sales motions, tools, and processes gained through Microsoft, a Microsoft partner, or a comparable enterprise technology environment, enabling rapid productivity in a consultative sales role.
- Experience in Digital Sales, Customer Success, Business Applications, Workforce Solutions, or related Microsoft solution areas, with transferable expertise in ERP, CRM, business process transformation, or AI-driven productivity solutions
Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
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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. 
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