Director, AI Workforce Specialist

<b>Overview</b><br><div><p>Come drive Frontier Transformation for four of the Netherlands' most iconic global companies – from the United States. In the artificial intelligence (AI) Workforce team at Microsoft Netherlands, we help organizations become Frontier Firms: companies where people and AI agents work side by side and every employee can put AI to work. Our customers run global businesses, and their United States (US) operations are among the largest and most strategic they have. You will lead the AI Workforce transformation for those US operations and see your impact on both sides of the Atlantic. </p></div><div><p>As the Director, AI Workforce Specialist for the US operations of four global accounts headquartered in the Netherlands – an energy major, a global professional services firm, a leading consumer goods company and a high-tech manufacturer – you will own the AI Workforce sales strategy for their US entities end to end: from executive conversations with US leadership about what AI means for a workforce that spans field operations, plants and supply chains, stores and distribution centers, offices and client teams, to hunting, qualifying, orchestrating and closing complex, high-value opportunities – and making sure adoption and value follow the deal. </p><p>You will guide these customers in adopting Microsoft 365 Copilot for every employee, including frontline workers, while positioning Copilot Cowork as a secure, trusted platform. You will also leverage Copilot Studio and Agent 365 to build and govern agents at scale, along with Windows 365 and Azure Virtual Desktop to support work in virtual desktop environments.</p><p>You will serve as our person on the ground in the US, acting as the bridge between the global account teams in the Netherlands, where enterprise-wide decisions are made, and the US account teams and customer stakeholders responsible for bringing AI into daily operations. This role requires navigating time zones, cultures, and decision-making structures to ensure alignment and successful execution.</p></div><div><p>You will deepen your expertise in agentic AI and AI governance, hone your consultative, value-based selling and executive storytelling, and become adept at structuring consumption- and outcome-based agreements within global, multi-country account strategies – using Copilot, Cowork and agents in your own work every day. </p></div><div><p>Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. </p></div><br><br><b>Responsibilities</b><br><div><div><ul style="list-style-type: disc;"><li><p>Sales Execution: You will drive sales across the US and partner with the Netherlands team, assess each customer's US needs and proactively build a stakeholder network across information technology (IT), business, human resources (HR) and legal that accelerates and closes AI Workforce opportunities – aligned with the global AI transformation vision set at headquarters and translated into a US roadmap and customer success plan the customer owns. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Business Value &amp; Consultative Selling: You will foster and expand Microsoft's relationships with US business decision makers; hunt new AI Workforce opportunities by understanding each customer's US business and technology priorities, governance, decision and budget processes; and land the value proposition through return on investment (ROI)-based business cases, executive briefings and agent-building workshops. </p></li></ul></div></div><div><div><ul style="list-style-type: disc;"><li><p>Scaling and Collaboration: You will lead the planning, orchestration and execution of AI Workforce opportunities – Copilot expansion including frontline workers, and consumption-based commitments for Cowork and agents – with internal stakeholders, global system integrators and US partners to cross-sell and up-sell, in lockstep with the global agreements negotiated in the Netherlands and with seamless handoffs between the US and Dutch account teams, customer success and delivery. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Technical Expertise: You will lead conversations with business and IT decision makers, present differentiated value propositions, use cases and competitor knowledge across AI Workforce solutions, and anchor every engagement in a security and governance narrative across identity, compliance and Agent 365 – acting as someone who is knowledgeable and informs decisions on pursuit or withdrawal. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Sales Excellence: You will plan across your four accounts and their US sites, run compete plans and business analysis on propensity, usage and consumption data to find whitespace and pursue high-potential entities, own the US pipeline and forecast with sales leadership in the US and the Netherlands, and share playbooks and customer stories with the AI Workforce communities on both continents.</p></li></ul></div></div><br><br><b>Qualifications</b><br><h3>Required/minimum qualifications</h3><div><ul><li>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.</li><li><div><p>2+ years experience selling generative or agentic AI for the workplace (for example Microsoft 365 Copilot, Copilot Studio and agents, or comparable), including building the business case and addressing security and governance. </p><p>3+ years experience working on strategic or global enterprise accounts within an international, matrixed team across time zones. </p></div></li></ul></div><div><h3>Additional or preferred qualifications</h3><div><ul><li>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.</li></ul></div><div><ul><li>6+ years solution or services sales experience.</li><li><div><p>6+ years of experience in consultative, value-based selling. </p></div><div><ul style="list-style-type: disc;"><li><p>Experience in energy, professional services, consumer goods or high-tech manufacturing, including frontline-worker and operations scenarios. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Experience with Microsoft 365 security, identity and compliance capabilities (Microsoft Entra, Purview, Defender) for AI and agents, with Windows 365 or Azure Virtual Desktop, or with change management and adoption at scale in a multinational organization. Experience working with European-headquartered multinationals is a plus. </p></li></ul></div></li></ul></div></div> <br><br><p>Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year. </p><p></p> <p>Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:<br><a href="https://careers.microsoft.com/us/en/us-corporate-pay">https://careers.microsoft.com/us/en/us-corporate-pay</a></p><br><p>This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.</p><br><hr><br><p>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"><b><u>requesting accommodations.</u></b></a></p>