Cloud & Ai Platforms Digital Sales Solution - Sme&c

As a Cloud & AI Platforms Digital Sales Solution Specialist, you will lead opportunity qualification and pipeline growth by leveraging internal stakeholders and partners, using frameworks aligned with Microsoft’s Customer Engagement Methodology and pipeline hygiene standards. As part of the Small, Medium Enterprises and Channel (SME&C) business, you will drive scale motions and lead with partners to drive growth and customer engagement. You’ll deliver impactful innovation experiences through envisioning workshops and prototyping engagements, engage with business leaders to influence their strategy, and manage the rhythm of our business through structured cadences like community calls and skilling plans. Collaborating across sales, marketing, and channel teams, you’ll execute with precision and agility to close deals that deliver measurable outcomes and accelerate cloud and AI adoption across your territory.

**Responsibilities**:
Microsoft’s mission is to empower every person and every organisation 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.

**Sales Excellence**
- Lead the discovery and qualification of new opportunities for cloud-based infrastructure, data services and AI solutions by building long-term relationships and by understanding customer priorities, budgets, and procurement processes.
- Develop compelling business cases aligned to measurable outcomes and business strategy.
- Execution of creative competitive take out strategies to drive growth and increase share of wallet.
- Maintain a healthy pipeline and provide regular updates on progress, including driving growth in cloud-based infrastructure migration opportunities, large data transformations and service consumption projects in targeted accounts.

**Scaling and Collaboration**
- Collaborate with account and technical teams to execute strategic plans for customer engagement, and coordinate internal and partner resources to deliver proof-of-concepts and minimum viable solutions.
- Align and lead with partners to ensure the right expertise is engaged in strategic customer conversations and share opportunities with prioritised partners and ensure consistent review of partner referrals.

**Industry Awareness**
- Facilitate customer workshops with partners to explore business needs and spark interest in transformative technologies.
- Deliver solution demonstrations and solution accelerators to business and technical leaders to secure customer commitment to reinforce business impact.
- Use available tools and programs to educate customers and uncover new opportunities.

**Sales Execution**
- Focus on customer outcomes by increasing customer engagement through strengthening relationships with decision-makers to support digital transformation.
- Accelerate adoption in larger accounts by driving year-over-year growth and expand workloads in mid-sized accounts with emphasis on migration and modernization.
- Act on digital engagement signals and maintain a high-quality pipeline.

**Learning**
- Stay current with industry trends, solution capabilities, and customer needs and use skilling programs to support customer learning and adoption.

**Qualifications**:
**Required/minimum qualifications**
- Bachelor'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.

**Preferred qualifications**
- Solution sales or consulting services sales experience
- Microsoft Fundamental certifications across Azure, Data and AI.