The future of work is being rewritten by AI, and Microsoft is leading the transformation.
We're looking for an AI Workforce Solution Specialist who can help the world's most innovative Digital Native and technology companies reimagine how work happens through Microsoft 365 Copilot, Agents, Security, and the AI-powered productivity cloud. This role is built for strategic thinkers, builders, and operators who thrive at the intersection of technology, business transformation, and customer impact.
This is not a traditional solution sales role. Our team operates as a high-performance pursuit organization focused on creating net-new demand, driving executive alignment in competitor-entrenched accounts, and winning platform decisions. We help customers move from Microsoft curiosity to enterprise-scale through world-class workshops, executive engagement, strategic selling and disciplined pursuit management.
What Makes Our Team Different
We Sell Partnerships, Not Products
We lead with customer outcomes, AI transformation, and long-term strategic value, helping customers shape the future of their business, not simply purchase technology.
We Operate Like a Startup Pit Crew
We move fast, communicate with transparency, and rally around strategic opportunities. Everyone has a role. Everyone contributes. Everyone wins together.
We Build Executive Relationships
We engage CEOs, CROs, CPOs, CFOs, CISOs, and business leaders early to drive company-wide AI transformation and platform decisions.
We Create Net-New Demand
We thrive in whitespace opportunities, competitive displacement motions, and environments where creativity, initiative, and customer obsession drive results.
We Hire for Culture Add
We value curiosity, accountability, collaboration, growth mindset, and a willingness to go the extra mile for teammates and customers. We work hard, celebrate wins, and genuinely enjoy winning together.
Our mission is simple: Win the AI Workforce Battle and make Microsoft the AI platform of choice for the next generation of Digital Native companies.
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
Create AI Workforce Demand and Accelerate Value
- Identify, qualify, and develop high-impact AI Workforce opportunities by hunting and cultivating relationships with C-suite and line of business decision makers across competitor-entrenched startup segment.
- Drive executive conversations focused on workforce transformation, productivity, security, and AI adoption. Own pursuit strategy, competitive positioning, and opportunity progression through close.
- Position Microsoft 365 Copilot, Agents, Security, and Endpoint as part of a broader Microsoft-aligned business strategy.
- Help customers build compelling business cases and adoption plans that accelerate AI value realization.
Orchestrate One Microsoft
- Orchestrate cross-functional teams with clarity and pace, scaling with Account Executives, Solution Engineers, Corporate Business Development, Customer Success, Product Group leaders, and trusted Partners.
- Align stakeholders around a unified customer strategy and execution plan, leveraging all available programs and resources, to deliver a seamless customer experience that differentiates Microsoft from vendor to partner.
- Drive operational excellence by using AI daily for strong pipeline management, propensity mapping, forecasting discipline, customer signals, and business insight dashboards to prioritize investments, orchestrate v-teams, and maximize impact with customers.
Deliver World-Class Customer Experiences
- Facilitate executive workshops, AI envisioning sessions, and business value discussions.
- Help customers identify transformative use cases for Copilot and Agents and champion their innovation at Microsoft via investment programs and GTM partnerships.
- Convert interest into commitment through proposal development, negotiation, and successful close with pace and urgency.
Qualifications
Required/minimum qualifications
Other Requirements
· This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.
- Experience in technology sales, consultative solution sales, business development, and commercial SaaS licensing.
- Expertise in executive relationship building and influencing strategic decisions with communication, presentation, negotiation, and stakeholder management skills.
- Experience leading large territories at scale, with ability to thrive in fast-paced, ambiguous, high-growth environments that require context-shifting and rapid opportunity development.
- Moderate to high experience with AI, productivity SaaS, and security solutions with passion for helping customers transform how work gets done through AI.
Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. 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 $145,600 - $205,600 per year.
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.
Skills Required
- Bachelor's degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field, plus 4+ years of technology-related sales or account management experience; equivalent experience accepted.
- Authorization to work in the United States without current or future employer sponsorship.
- 4+ years of solution or services sales experience.
- Experience in technology sales, consultative solution sales, business development, and commercial SaaS licensing.
- Experience building executive relationships and influencing strategic decisions through communication, presentation, negotiation, and stakeholder management.
- Experience leading large territories at scale in fast-paced, ambiguous, high-growth environments.
- Moderate to high experience with AI, productivity SaaS, and security solutions.
- Master's degree in Business Administration, Information Technology, Information Security, or a related field, plus 6+ years of technology-related sales or account management experience.
- Bachelor's degree in a related field plus 8+ years of technology-related sales or account management experience.
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Fair & Transparent Compensation — Pay is presented as broadly competitive overall, with clear role/level/location variation and an emphasis on using posted ranges and band information for apples-to-apples comparisons.
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Retirement Support — Retirement benefits are described as a standout, highlighted by a strong 401(k) match structure and immediate vesting, plus additional plan features for tax-advantaged saving.
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Parental & Family Support — Family-oriented benefits are portrayed as a meaningful strength, with substantial paid parental leave and added supports like back-up care and adoption/surrogacy assistance.
Microsoft Insights
What We Do
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world.
