About this role

Overview In this role, you'll be at the forefront of AI growth and disruption, guiding customers through their AI journey and helping them achieve their strategic goals. You'll ensure customers can fully harness the transformative potential as we lead the charge in AI transformation! As trusted advisors, we help customers modernize their infrastructure, optimize operations, and drive innovation with Cloud & AI's cutting-edge AI capabilities. Whether it's migrating and modernizing estates to be AI-ready, accelerating innovation with AI agents and platforms, empowering development teams with AI, or unifying and modernizing data estates, we help customers build technology with AI to stay ahead of the competition. If you're ready to make a significant impact and drive AI transformation, we invite you to join us and be part of this exciting journey! At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team - one that is deeply connected to our partners and 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, high-performing, 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. As a Cloud & AI Platform Digital Solution Area Specialist you will be a solution sales leader within our mid-market sales organization working with our most important customers, to unlock value from the Azure platform. You will collaborate with a team of technical, partner, and consulting resources to advance the sales process and exceed quarterly Cloud & AI revenue targets in your assigned accounts. Responsibilities <div><h2>1. Customer Engagement</h2>Leads the development and execution of sales strategies aligned with customer priorities, demonstrating Microsoft's commitment to secure, AI-powered transformation. Identifies customer requirements and aligns solutions with business objectives and customer success plans. Develops lasting customer relationships through collaborative engagement and data-informed insights. Coordinates partner teams and internal resources to support co-selling opportunities, strengthen partner participation and progress opportunities throughout the sales lifecycle.Develops relationships across partner organisations to support shared business objectives, strengthen collaboration and align execution plans. Works with partners to accelerate customer value realisation, support solution adoption and deliver outcomes across customer accounts.Evaluates and qualifies sales opportunities using established sales frameworks and guidelines, incorporating AI-enabled insights to inform sales decisions. Leads the development of strategies to progress opportunities through the sales lifecycle. Collaborates across organisations to coordinate deal activities, align stakeholders and support effective transitions between teams. Applies established sales methodologies to build customer trust, progress commercial discussions, manage risks and support consistent sales execution.<h2>2. Sales & Pipeline Management</h2>Analyses existing and emerging business opportunities to develop customer portfolios, identify growth opportunities and support customer innovation. Incorporates technologies such as AI-enabled sales tools, automation and Power Platform solutions to support sales activities and business growth. Uses propensity, renewal, consumption and usage data to inform account planning, identify customer needs and refine sales strategies. Coordinates partner participation across assigned accounts and opportunities, ensuring alignment between internal teams and external stakeholders throughout the sales lifecycle.Leads sales pipeline reviews with internal stakeholders to support forecasting accuracy, monitor sales performance and progress towards agreed commercial objectives. Uses AI-enabled analytics and forecasting tools to inform pipeline assessments and sales planning. Provides guidance to colleagues on maintaining accurate sales and consumption pipeline information, supporting consistent reporting and visibility of sales activities.Monitors customer adoption, usage and consumption trends to identify opportunities for engagement, address potential challenges and support customers in realising the value of purchased solutions. Collaborates with account teams and partners to identify expansion opportunities, support customer retention and inform renewal planning. Promotes consistent pipeline management practices that enable informed decision-making and alignment with assigned sales objectives.<h2>3. Sales Strategy</h2>Leads discussions with customer stakeholders and decision-makers to identify business priorities, qualify opportunities and progress sales engagements. Serves as a point of contact for internal stakeholders and collaborates across organisations to support customer success and commercial objectives. Works proactively with account teams to align customers' artificial intelligence (AI) transformation objectives with their business priorities and desired outcomes. Incorporates security considerations into customer engagements, opportunity planning and sales activities to support customer trust and applicable compliance requirements.Collaborates across teams to conduct whitespace analysis, identify business opportunities and assess market developments within the assigned business area. Uses AI-enabled market intelligence tools to analyse customer needs, market trends and emerging opportunities. Translates market insights into actionable recommendations that inform sales planning and business priorities. Reviews and adapts market analysis approaches to maintain alignment with organisational objectives and evolving customer requirements.Evaluates market developments, customer priorities and solution capabilities to align sales initiatives with customer business objectives. Incorporates AI-enabled analytics to anticipate customer needs and inform sales planning. Coordinates cross-functional collaboration to develop and prioritise solutions that address customer requirements and support business outcomes. Identifies opportunities to refine market engagement approaches, strengthen sales execution and support customer growth.Collaborates across organisations to develop and position solutions that support cloud and AI transformation for existing and prospective customers. Draws on knowledge of AI technologies, cloud platforms and customer business requirements to develop relevant solution strategies. Engages customers to communicate the capabilities and business value of Microsoft's offerings, helping them evaluate available solutions and make informed technology decisions. Provides subject matter expertise and advisory support to help customers adopt technologies aligned with their strategic objectives and digital transformation priorities.</div> Qualifications <div><h3>Required/Minimum Qualifications</h3>Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field AND substantial professional experience in technology-related sales or account management, OR equivalent practical experience.<h3>Additional or Preferred Qualifications</h3>Master's Degree in Business Administration (MBA), Information Technology, Information Security, or a related field AND extensive professional experience in technology-related sales or account management;ORBachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field AND extensive professional experience in technology-related sales or account management;OREquivalent practical experience demonstrating the knowledge, skills and capabilities relevant to the role.Additional Preferred ExperienceDemonstrated experience in solution or services sales, including customer engagement, opportunity development, solution positioning and commercial execution.</div> Digital Solution Area Specialists IC5 - The typical base pay range for this role across Ireland is € 83,900.00 - € 145,800.00 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href="https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html">https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html</a> Digital Solution Area Specialists IC5 - The typical base pay range for this role across United Kingdom is £ 89,600.00 - £ 132,000.00 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href="https://careers.microsoft.com/v2/global/en/corporate-pay/united-kingdom-corporate-pay.html">https://careers.microsoft.com/v2/global/en/corporate-pay/united-kingdom-corporate-pay.html</a> 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>