About this role

Overview Digital Sales Enterprise empowers our customers through the unique value of the Microsoft Cloud by building a globally led, digital-first sales organization that works closely with our partners. As part of our Australia and New Zealand (ANZ) business, you will engage with a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement, AI-powered solutions, and partner co-selling. We are looking for a Digital Enterprise Sales Specialist - AI Workforce to play a critical role in accelerating AI transformation across our ANZ enterprise customers. You will drive business growth by generating and progressing pipeline, engaging new and existing customers, building strong relationships with business and technology decision makers, and closing sales. You will develop a deep understanding of each customer's business priorities, industry challenges, and workforce needs, and help them understand how AI can enable new ways of working. By demonstrating how Microsoft solutions can transform workflows, improve productivity, strengthen collaboration, and enhance employee experiences, you will help customers unlock the full potential of their workforce. As a Digital Enterprise Sales Specialist - AI Workforce, you will serve as a solution sales expert within the Modern Work Solution Area, working closely with enterprise customers across Australia and New Zealand. You will collaborate with account teams, technical specialists, partners, and consulting resources to develop and advance opportunities and consistently deliver against solution sales targets. You will play a key role in bringing Microsoft's AI Workforce strategy to customers, leading conversations around generative AI and Microsoft 365 Copilot, and helping organizations translate AI capabilities into tangible business value. Success in this role will require strong sales acumen, curiosity about customers' businesses, the ability to engage senior stakeholders, and a passion for helping customers successfully adopt new ways of working. You will also have the opportunity to work across a diverse and collaborative ANZ organization while embracing our shared Digital Sales Culture priorities, including Diversity and Inclusion, Wellbeing, Sustainability, Giving, and Learning. This role is flexible in that you can work up to 50% from home. Responsibilities <ul><li>Sales Execution: Own and drive AI Workforce and Modern Work opportunities across assigned ANZ enterprise accounts. Collaborate with account teams, technical specialists, partners, and other resources end-to-end to identify customer needs, develop opportunities, build pipeline, and accelerate deals to closure.</li><li>Business Value Selling: Build and deepen relationships with Business Decision Makers and other key stakeholders. Proactively identify new opportunities by understanding customers' business priorities, workforce challenges, AI strategies, decision-making processes, and investment priorities, and articulate the business value of Microsoft's AI Workforce and Modern Work solutions.</li><li>AI Transformation: Lead customer conversations around generative AI, Microsoft 365 Copilot, and the future of work. Help customers identify high-value AI scenarios and translate technology capabilities into measurable business outcomes, including productivity, employee experience, and business process transformation.</li><li>Scaling and Collaboration: Work effectively across Microsoft's account teams, technical teams, customer success resources, partners, and consulting organizations to orchestrate customer engagements and scale opportunities across the ANZ market.</li><li>Customer Engagement: Engage a broad range of stakeholders, from business and technology leaders to senior executives, and tailor the Microsoft value proposition to their priorities. Create momentum with customers by connecting business challenges to relevant Microsoft solutions and customer outcomes.</li><li>Competitive and Technical Acumen: Maintain a strong understanding of AI Workforce, Modern Work, Microsoft 365, Microsoft 365 Copilot, security and compliance capabilities, and the competitive landscape. Apply this knowledge to shape opportunities and guide pursuit strategies.</li><li>Sales Excellence: Maintain strong pipeline and forecast discipline, develop account and opportunity plans, and use data and insights to prioritize high-potential customers and opportunities. Consistently execute against sales targets while maintaining a strong focus on customer value and long-term relationships.</li></ul> Qualifications Required / Minimum Qualifications<ul type="disc"><li>Bachelor's Degree in Information Technology, Business Administration, or a related field AND 3+ years of technology-related sales or account management experience; OR 4+ years of technology-related sales or account management experience.</li><li>Strong customer-facing sales experience with the ability to identify, develop, and close opportunities.</li><li>Strong communication and stakeholder management skills, including the ability to engage business and technology decision makers.</li></ul> Additional or Preferred Qualifications<ul type="disc"><li>Bachelor's Degree in Information Technology, Business Administration, or a related field AND 4+ years of technology-related sales or account management experience; OR 5+ years of technology-related sales or account management experience.</li><li>2+ years of solution sales, cloud sales, SaaS sales, or consulting services sales experience.</li><li>Experience selling to enterprise customers in Australia and/or New Zealand.</li><li>Experience engaging senior Business Decision Makers and translating technology capabilities into business value and measurable customer outcomes.</li><li>Experience with Microsoft 365, Modern Work, collaboration, security, compliance, employee productivity, or AI-powered workplace solutions.</li><li>Experience with Microsoft 365 Copilot, generative AI, or AI transformation is highly desirable.</li><li>Relevant Microsoft certifications such as MS-900, SC-900, or AB-730, or equivalent knowledge, are desirable.</li><li>Demonstrated ability to collaborate across virtual teams, partners, and multiple internal stakeholders to progress complex enterprise opportunities.</li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>