Digital Solution Area Specialists, Manager

Microsoft • ,

14h • $62 - $115

About The Position

At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply 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, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. This role is part of Global SMB segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft. Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.
We are looking for a Digitial Solutions Area Specialist, Manager.
Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services. Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.

Requirements

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience.

Nice To Haves

• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.

Responsibilities

• Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities.
• Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights.
• Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.
• Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services.
• Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.
• Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
• Ensures teams adhere to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices.
• Leverages expertise in strategy development to empower teams in securing complex, high-value deals.
• Drives collaboration across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to lead deal orchestration and ensure effective handoffs throughout the deal lifecycle.
• Coaches team on advancing best practices to obtain customer commitment, secure deals, and reduce exposure to risks that impacts sales success across the territory.
• Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
• Leads partner teams, resources and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle.
• Leads team on leading partner organization connections (i.e. GPS) that lead to enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Sets the direction for business analysis and the emerging opportunities to refine the customer portfolio and foster customer innovation across multiple teams.
• Advocates for the adoption of technologies (e.g., AI sales agents, automation, Power Platforms) to drive growth across the territory.
• Provides strategic direction and guidance across teams on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy.
• Directs teams in refining partner engagement for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
• Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.
• Leads team on maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes.
• Empowers teams to maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
• Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.
• Empowers teams to drive cross-functional collaboration to propose solutions and strategies that resonate with and drive customer business objectives.
• Drives the identification and resolution of gaps, enhancing market engagement and maximizing sales execution.

Benefits

• Certain roles may be eligible for benefits and other compensation.

What This Job Offers

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