Join our dynamic Cloud & AI team as we lead the charge in AI transformation! As trusted advisors, we help customers modernize their infrastructure, optimize operations, and drive innovation with Azure's cutting-edge AI capabilities. Whether it's migrating and modernizing estates to be AI-ready, accelerating innovation with AI agents and platforms, empowering development teams with AI, or unifying and modernizing data estates, we help customers build technology solutions to achieve their business needs.

At Small Medium Enterprises and Channel (SME&C), we are leading a significant-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, significant-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

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.

As a Cloud & AI Sales Leader in the SME&C segment, you will oversee a team of frontline managers responsible for Azure Specialists, Azure Solution Engineers, and Partner Solution Sales. Your leadership will be pivotal in driving digital transformation, customer success, and business growth through Microsoft's Cloud & AI platform.

People Leadership

• Build and grow Significant-performing, diverse teams through intentional talent development, inclusive hiring, and career coaching.

• Inspire a culture of customer-centricity, technical excellence, and collaborative execution across Cloud & AI and partner teams.

• Embody Microsoft’s leadership principles:

• Model: Live our culture and values.

• Coach: Define clear objectives, enable cross-boundary success, and foster continuous learning.

• Care: Invest in each individual’s growth and aspirations.

Sales Execution

• Manage the Cloud & AI end-to-end business, including forecasting, pipeline development, and planning using tools like Inovation Acceleration Program (IAP), Azure Land & Expand (LXP), and Microsoft Sales Expereince (MSX).
• Coach and enable the Cloud & AI Platform (CAIP) managers to ensure technical fluency and sales excellence across Infrastructure, Data, and AI workloads.
• Lead your team to bring industry insights into customer engagements, drive significant-impact solution sales, and accelerate digital transformation.

• Guide strategic opportunity development and execution through orchestration across internal teams (Engineering, Go-to-Market (GTM)) and partners.

• Engage with C-level stakeholders to expand relationships and influence strategic outcomes.

• Coach teams to identify and close new Cloud & AI opportunities, aligning solutions to customer business needs.

Business Value Selling

• Champion a business value selling approach, especially in identifying and advancing new Cloud & AI opportunities.

Scaling and Collaboration

• Enable your team to apply the orchestration model effectively and build a advanced partner ecosystem to drive cross-sell and up-sell motions.

Technical Expertise

• Drive technical depth in customer engagements and represent Microsoft at external events as a thought leader.

• Coach your team on market trends, competitive positioning, and how to connect Cloud & AI solutions to customer impact.

Learning Culture

• Foster a growth mindset by investing in your own and your team’s learning—especially in emerging Cloud & AI capabilities.

Sales Excellence

• Establish and lead rhythms of business (ROB) to ensure pipeline health, remove blockers, and drive accountability.
• Lead strategic planning and execution across your territory, ensuring alignment with sales excellence practices and operational rigor.

• Oversee business performance, ensuring sales targets and operational standards are met.

• Guide your team in leveraging partners, technical expertise, and innovation to open new markets and optimize the Cloud & AI portfolio.

• Ensure your team completes required training and certifications, while mentoring them to continuously grow their capabilities.

Required Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.

Preferred Qualifications

• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field
  • AND 12+ years of technology-related sales or account management experience OR 15+ years of technology-related sales or account management experience.
• 10+ years of services sales or account management experience.
• 7+ years of people management experience.

Digital Solution Area Specialists M6 - The typical base pay range for this role across the U.S. is USD $76.15 - $116.83 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 $98.03 - $127.45 per hour.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

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.