Specialist Sales Manager - Cloud & AI Platforms

Microsoft•St. Louis, MO

About The Position

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. The Specialist Sales Manager – Cloud & AI Platforms (CAIP) leads a high‑impact team responsible for driving Azure adoption and AI-powered transformation for Majors Enterprise High Tech and Process Manufacturing customers in the Manufacturing & Mobility operating unit. This is a quota-carrying role with direct quota accountability for performance outcomes across the territory. The manager leads a team of 10–12 quota‑carrying Cloud & AI sales specialists, and is accountable for the team’s execution, forecast integrity, pipeline health, and attainment across core Azure solution plays. The role is a portfolio leadership position requiring executive engagement, multi‑workload strategy leadership, and cross‑functional orchestration across Account Teams, Solution Engineering, Customer Success, partners, and corporate resources. Success requires an outcomes-first approach grounded in the core industry motions shaping High Tech and Process Manufacturing: Modernize SAP, Data + AI platform modernization, Supply Chain transformation, Product Design / Digital Engineering, Factory/Plant modernization (Intelligent Factory), and security and governance across IT/OT environments.

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.

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.
6+ years solution or services sales experience.
3+ years people management experience.
Experience selling to or leading enterprise pursuits in High Tech, Industrial Manufacturing, Chemicals, Metals, Packaging, or broader Process Manufacturing segments.
Familiarity with the customer and solution patterns common in this space: SAP modernization, data platform modernization, AI transformation, supply chain outcomes, product design/digital engineering, factory/plant modernization, and IT/OT security considerations.
Track record of cross‑functional orchestration and partner-led execution in complex enterprise environments.
Executive presence with ability to drive governance, align stakeholders, and close high‑complexity deals.

Responsibilities

Lead, coach, and develop a team of 10–12 quota‑carrying Cloud & AI Platform sales specialists to deliver customer outcomes and meet or exceed quota across Infrastructure, Data, AI, App Modernization, Developer, and Security.
Establish a high‑performance culture focused on accountability, disciplined execution, pipeline rigor, forecasting accuracy, and consistent deal governance tied to quota attainment.
Drive coaching and operational cadence (pipeline reviews, deal inspections, forecast calls, business rhythm) to improve conversion, quality, and predictability.
Set clear expectations for seller execution, including opportunity ownership, milestone hygiene, and cross-role orchestration required to drive consistent performance.
Own and execute an industry-specific Azure strategy across a portfolio of Majors Enterprise High Tech & Process Manufacturing customers, prioritizing the highest-impact opportunities that drive quota attainment.
Lead the team to align customer priorities to Microsoft solution plays and translate strategy into actionable pursuits tied to measurable business outcomes.
Drive the territory strategy around the highest-impact motions, including: Modernize SAP and adjacent enterprise applications, including migration, modernization, and enterprise integration patterns. Data estate modernization and AI platform adoption, including governance, analytics modernization, and scalable AI enablement. Supply Chain outcomes, including visibility, agility, planning, and risk management scenarios. Product Design / Digital Engineering outcomes, including engineering data platforms, simulation/HPC readiness, and digital thread enablement.Factory/Plant modernization (Intelligent Factory), including IT/OT data integration, digital twins, production optimization, quality/maintenance scenarios, edge/plant infrastructure modernization, and OT security. Security, compliance, and governance expectations typical of large industrial customers.
Carry a quota and maintain direct accountability for quota attainment, forecast accuracy, and execution outcomes across the portfolio.
Maintain accountability for forecast integrity, pipeline health, and risk management; ensure the team runs disciplined inspection and maintains accurate reporting.
Drive opportunity identification, qualification, and closure across Azure solution plays, ensuring consistent progression, milestone hygiene, and clear close plans.
Lead strategic deal shaping across v‑teams to land integrated solutions that combine cloud foundation, data, AI, application modernization, and security.
Build trusted relationships with senior customer stakeholders (CIO/CTO/CDO/COO and business leaders across operations, supply chain, engineering, and finance) and position Microsoft as a strategic partner for transformation.
Serve as an escalation point for complex pursuits and customer situations requiring executive presence, negotiation leadership, governance, and cross‑company alignment.
Lead executive conversations that connect Azure capabilities to industry outcomes, accelerate decision-making, and increase close confidence.
Orchestrate execution with Account Teams, Solution Engineering, Customer Success, partners, deal desk, and other specialist teams to deliver “One Microsoft” outcomes for customers.
Activate and leverage partners aligned to High Tech and Process Manufacturing motions to scale delivery and accelerate time‑to‑value.
Ensure internal alignment across stakeholders and drive resolution of blockers that impact execution speed, customer commitments, adoption, and attainment.