Cloud and AI Solution Specialist

Microsoft • Atlanta, GA

2d

About The Position

The Cloud and AI Solution Specialist engages stakeholders and decision-makers across the Small and Medium Business organization to identify, qualify, prioritize, and accelerate sales opportunities. The role helps customers achieve business priorities through AI- and cloud-driven transformation by delivering strategic guidance and personalized solutions that drive innovation, technology adoption, and business growth.

The specialist manages and grows an assigned customer portfolio, focusing on creating net-new pipeline and activating under-engaged, non-responsive, and contactless accounts. The role identifies new entry points, builds stakeholder relationships, uncovers customer needs and priorities, and converts whitespace into qualified opportunities and long-term growth. It applies sales frameworks, business insights, and AI-driven intelligence to assess customer needs and readiness, identify opportunities, and align Microsoft solutions to customer priorities.

The specialist coordinates Microsoft account teams, specialists, services, and partners to advance opportunities, remove blockers, accelerate adoption and consumption, and achieve customer outcomes. The role also maintains sales discipline through territory and portfolio planning, opportunity management, pipeline hygiene, and accurate forecasting to meet assigned sales metrics and support sustained portfolio growth.

Requirements

• Bachelor's degree in Information Technology, Business Administration, or a related field and 5+ years of technology-related sales or account management experience; or 6+ years of technology-related sales or account management experience.
• 3+ years of solution sales or consulting services sales experience.

Nice To Haves

• Master's degree in Business Administration (e.g., MBA), Information Technology, or a related field and 5+ years of technology-related sales or account management experience; or a bachelor's degree in Information Technology or a related field and 6+ years of technology-related sales or account management experience; or 8+ years of technology-related sales or account management experience.

Responsibilities

• Proactively identify and develop sales opportunities across an assigned portfolio, including activating under-engaged, non-responsive, and contactless accounts.
• Identify new customer entry points, establish stakeholder relationships, create meaningful customer conversations, and convert whitespace into qualified pipeline and long-term growth opportunities.
• Engage customer stakeholders and decision-makers to understand business priorities, map stakeholders, assess needs and readiness, and identify opportunities for Microsoft AI and cloud solutions.
• Identify, develop, propose, and articulate solutions aligned with customer needs and priorities, using business insights, AI-driven intelligence, and established sales methodologies.
• Collaborate with account teams, specialists, services, and partners to track, qualify, prioritize, and expand opportunities and advance them through the sales cycle.
• Coordinate Microsoft and partner resources and expertise, remove blockers, and move opportunities and customer outcomes forward.
• Work with partners to develop co-sell, cross-sell, and upsell opportunities that expand customer relationships, activate workloads, and grow the portfolio.
• Drive customer adoption and consumption growth by identifying expansion opportunities, addressing blockers, and connecting customers with appropriate Microsoft and partner resources.
• Understand the competitive landscape, customer priorities, and decision criteria to articulate Microsoft’s differentiated value and position solutions.
• Manage end-to-end business across an assigned territory and customer portfolio, balancing engagement, pipeline creation, opportunity progression, consumption, and growth.
• Own territory forecasting and portfolio planning; maintain pipeline hygiene; assess opportunity health and progression; and drive forecasting accuracy against assigned sales metrics.
• Participate in Rhythm of Business (ROB), pipeline reviews, and account and territory planning to evaluate performance, identify pipeline gaps, prioritize opportunities, and execute against business goals.
• Collaborate across teams and partners to create customer engagement where relationships do not yet exist, unlock opportunities, and build a sustainable portfolio pipeline.

Benefits

• Certain roles may be eligible for benefits and other compensation; specific benefits are not detailed in the posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level