Director, Solution Specialist, AI Business Process

Microsoft

1d • $133,000 - $222,700

About The Position

The Director, Solution Specialist – AI Business Process resides in the Americas Sales Enablement & Operations organization. In this role, you will drive thought leadership, deal growth, and pipeline acceleration by coaching field sellers and applying business process transformation expertise to top deals. You engage internal stakeholders across Microsoft to swiftly resolve escalations and remove blockers, helping the field close strategic opportunities faster. Navigating complex, highly matrixed business processes and supporting sellers throughout the sales lifecycle (MCEM), you empower account and specialist teams to build strong C-suite and Business Decision Maker (BDM) relationships, aligning Microsoft’s solutions to their business goals. By bringing industry-relevant insights and leading end-to-end solution strategies, you help the team build pipeline and close deals, directly contributing to sales quota attainment. In doing so, you model Microsoft’s culture and values—acting with integrity, maintaining disciplined sales execution with accurate forecasting, and creating clarity and energy to achieve team and organizational goals. You also coach others on overcoming objections and articulating Microsoft’s unique value proposition. While initially focused on AI Business Process solutions, you will lead the transformation to include the broader Americas Business Applications strategy (e.g., incorporating AI Workforce solutions).

Requirements

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

Nice To Haves

• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience

Responsibilities

• Strategic Planning: Co-author and co-present the Operating Unit (OU) lead plan and solution strategy, driving strategy activation and conducting ongoing gap analysis to accelerate pipeline growth.
• Market Opportunity & GTM Campaigns: Identify new market opportunities by engaging with field sellers and sales leaders.
• Field-to-Corporate Feedback: Provide feedback to Program and Product teams through direct communication and established rhythm-of-business (RoB) channels, ensuring field insights inform continuous improvement of offerings and processes.
• Pipeline Analysis & Deal Acceleration: Collaborate with OU teams on pipeline analysis and deal reviews; proactively provide guidance and support to M2/M1s and sellers to accelerate opportunities using relevant programs, funding, and deal coaching.
• Deal Investment Strategy: Coach sellers on best practices around deal investment strategy and execution. Work with field sellers and funding program owners to accurately request and leverage investment funds (e.g., ECIF) for maximum deal impact.
• Sales Presentation Excellence: Observe and coach field sellers’ presentation skills to ensure they deliver compelling, board-level proposals with commercial options aligned to the customer’s transformation plan and business value.
• Executive Engagement: Enable strong engagement with Business Decision Makers (BDMs) and C-suite executives by equipping account teams with industry-relevant business value insights and connected use cases tailored to key personas. Facilitate meaningful, high-level conversations across all relevant stakeholder “rooms of the house.”

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees