AI Workforce Specialist

Microsoft•Washington, DC

4h•$107,600 - $205,600

About The Position

As a Sales Specialist – AI Workforce within Microsoft Federal, this individual-contributor, quota-carrying role leads federal agencies’ adoption and scaling of AI-powered productivity solutions. The specialist owns the customer engagement cycle in an assigned federal territory: identifying opportunities, developing value propositions and win strategies, and driving AI-powered business-process transformation. The role focuses on Microsoft AI Workforce solutions, including Microsoft 365 Copilot, Copilot Studio, Copilot Chat, agents, Cowork, Viva, Microsoft 365 suites, Microsoft Teams, Frontline Worker, Windows 365, and Azure Virtual Desktop. The specialist develops customer strategies, builds stakeholder networks, and leads consultative conversations with agency business decision-makers, mission owners, and CIO/CTO/CDAO organizations. Working with account executives, digital solution engineers, partners, marketing, and other internal stakeholders, the specialist coordinates opportunity planning and execution, delivers demos and pilots, and develops deployment and customer-success plans that support broad adoption and measurable mission outcomes. The role also addresses consumption blockers, supports renewals, and works to meet or exceed revenue targets. Microsoft Federal serves the distinct mission, legal and regulatory requirements, and procurement processes of U.S. government customers. Personnel may serve in different roles across the Civilian, Defense, and Intelligence communities as U.S. government needs evolve. This position requires verification of U.S. citizenship and passing the Microsoft Cloud background check upon hire or transfer and every two years thereafter. The position is open for at least five days, with applications accepted until filled.

Requirements

Bachelor’s degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field, and at least 4 years of experience in technology-related sales or account management; or equivalent experience.
U.S. citizenship, verified via a valid passport, due to citizenship-based legal restrictions for government agency customers.
Ability to pass the Microsoft Cloud background check upon hire or transfer and every two years thereafter.

Nice To Haves

Willingness to obtain a U.S. security clearance.
At least 6 years of solution or services sales experience.
At least 6 years of experience forecasting, developing demand, building pipeline, and leading or orchestrating complex, matrixed teams.
At least 2 years of experience with Generative and Agentic AI.
Experience with Microsoft Copilot and/or Generative AI technologies, familiarity with AI/ML concepts and Copilot architecture, and experience building AI agents.

Responsibilities

Orchestrate a virtual team, assess agency needs, and build stakeholder networks to accelerate and close AI Workforce opportunities.
Generate incremental revenue through personal campaigns, portfolio and seat analysis, marketing, and account-team sources; qualify and expand opportunities and build pipeline through Microsoft’s sales process.
Grow adoption and revenue across Microsoft 365 suites, Teams, Viva, Frontline Worker, Windows 365, and Azure Virtual Desktop through seat growth, workload adoption, competitive displacement, and renewals.
Secure Copilot and agent deployments with rapid, robust deployment plans validated by services and partners; identify and remove barriers to consumption and renewal.
Expand initial Copilot pilots into enterprise-wide, mission-aligned AI adoption across existing agency customers.
Develop relationships with agency business decision-makers, mission owners, and CIO/CTO/CDAO organizations; identify and engage key business contacts and understand agency missions, priorities, governance, decision processes, and budgets.
Present the value of Microsoft’s productivity and collaboration platform against competing solutions, positioning the portfolio as an integrated whole.
Build and defend AI business cases by quantifying mission time returned, cost avoidance, and workforce capacity gains, and communicating outcomes in terms of agency missions.
Lead AI Workforce conversations with business and IT decision-makers, present differentiated solutions and mission use cases, share best practices and competitor knowledge, and advise on pursuit decisions.
Maintain and apply expertise across Microsoft 365 productivity and collaboration products, endpoint and virtualization workloads, and relevant identity, security, and compliance considerations in federal environments.
Collaborate with account executives, digital solution engineers, partners, and marketing to design win strategies, deliver demos and pilots, and develop customer-success plans.
Translate agency mission scenarios into business outcomes and consistently meet or exceed revenue targets.