Cloud and AI Solution Specialist

Microsoft • Atlanta, GA

2d • $41 - $86

About The Position

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

The specialist manages and grows an assigned customer portfolio, with a focus on creating net-new pipeline and activating under-engaged, non-responsive, and contactless accounts. The role identifies new entry points, builds and expands stakeholder relationships, uncovers customer needs and priorities, and converts whitespace into qualified opportunities and long-term growth.

Using sales frameworks, business insights, and AI-driven intelligence, the specialist assesses customer needs and readiness, identifies opportunities, and aligns Microsoft solutions to customer priorities. The role coordinates Microsoft account teams, specialists, services, and partners to progress opportunities, remove blockers, accelerate adoption and consumption, and drive customer outcomes. It also requires disciplined territory and portfolio planning, opportunity management, pipeline hygiene, and forecasting to meet sales metrics and sustain 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.
• Additional qualification pathways: 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 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.

Nice To Haves

• 3+ years of solution sales or consulting services sales experience.

Responsibilities

• Proactively identify and develop new 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 customer 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, activate new workloads, and expand customer relationships and portfolio growth.
• 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 communicate Microsoft’s differentiated value and position solutions effectively.
• Manage end-to-end business across the 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 support 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.

What This Job Offers

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