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About the Role

We are seeking a professional Solution Sales professional to lead AI transformation initiatives for enterprise customers by driving infrastructure modernization, AI agent adoption, and data platform transformation to maximize business value. In this role, you will manage an HR Services account set and lead business conversations around recruiting and staffing transformation, workforce matching, BPO and contact center modernization, candidate and customer experience, core system modernization, AI-enabled operations, data platform modernization, and cloud adoption. You will work closely with account teams, Solution Engineers, Customer Success, services teams, and partners to convert customer priorities into Azure opportunities, committed business outcomes, and measurable consumption growth.

Responsibilities

Identify potential business challenges of customers in the context of business strategy, recruiting/staffing/BPO/contact center operations, candidate/customer experience, core system modernization, data utilization, and AI utilization in the HR/HR services industry, and create/convert sales opportunities by appealing the value of Azure solutions.
Understand the customer's background and business context, ask open-ended questions with curiosity, and encourage the customer to articulate their challenges.
Co-create solutions through dialogue.
Make persuasive proposals to both business and technical decision-makers using whiteboarding, demos, and solution storytelling.
Accelerate customer investment decisions by building clear business cases using Azure Pricing Calculator, ROI/TCO tools.
Collaborate with account teams, Solution Engineers, Customer Success, service organizations, and partners to plan and execute closing strategies for priority accounts.
Visualize and analyze Account Plans, installed solution portfolios, and consumption status to refine data-driven sales strategies and lead the achievement of quarterly revenue targets.
Expand pipeline by promoting co-sell activities through the Azure Marketplace and collaboration with the partner ecosystem.
Proactively identify implementation difficulties and execute proposals for optimal delivery structures, including Unified Support, ISD, FDE, Cloud Accelerate Factory, and partners.
Collaborate with GBBs and specialist teams to analyze competitor products and services, and formulate and implement cross-solution differentiation strategies focusing on Infrastructure, Data, AI Agent, GitHub, and Security.
Construct proposal stories that leverage Microsoft's overall strength, not just individual solutions.
Gain real-time understanding of competitive landscape changes and enhance overall organizational competitiveness by sharing competitive intelligence with account teams.
Manage business across the territory using Microsoft Customer Engagement Methodology (MCEM), accurately evaluate opportunity quality at each phase, and formulate and execute closing plans.
Autonomously develop sales plans aligned with strategic priorities (Azure Infra Modernization, AI Platforms, Data Estate, App Modernization) and manage consistently from early pipeline stages to closing.
Improve forecast accuracy and appropriately report quarterly and annual revenue forecasts to leadership teams.
Accurately grasp the customer's business needs and technology readiness, and design and execute Demand Response-type approaches to C-level executives.
Quantify customer business outcomes (cost reduction, productivity improvement, decision-making enhancement, new business creation, development/operations speed improvement) and clearly articulate the return on investment for Azure.
Scope Proof of Concepts and finalize the process from commitment to consumption expansion (Commit to Consume).
Contribute to the overall knowledge improvement of the organization through nominations for various implementation support measures such as Azure Frontier Accelerate and Cloud Accelerate Factory, and sharing best practices.
Proactively create pipeline through active sales activities, event utilization, and executive briefing design.
Promote opportunity creation activities in collaboration with partner strategies and contribute to revenue expansion across the entire ecosystem.

Requirements

8+ years of technology sales, solution sales, or account management experience with a Bachelor's degree, or 12+ years of sales experience.
Proven track record of consistently achieving or exceeding quarterly and annual revenue targets.
Experience managing complex sales cycles, negotiations, and strategic engagements with large enterprise customers.
Demonstrated experience managing territories using MCEM or comparable end-to-end enterprise sales methodologies.
Practical knowledge of Microsoft Azure, including infrastructure, data, AI platform, and application modernization capabilities, with the ability to articulate business and technical value to diverse stakeholders.
Experience developing differentiated customer value propositions based on competitive analysis and cross-solution positioning strategies.
Executive presence with proven experience presenting business cases and strategic recommendations to C-level stakeholders.
Strong understanding of enterprise AI transformation, cloud modernization, and business value realization frameworks.
Experience in HR services, recruiting, staffing, BPO, contact centers, HR technology, candidate and customer experience, data modernization, or AI transformation scenarios.
Experience selling cloud-native, AI platform, data analytics, application modernization, or digital transformation solutions to enterprise organizations.
6+ years of demonstrated success in solution-based and services-led sales.
Experience working across global virtual teams, customer success organizations, solution engineering teams, services organizations, and partner ecosystems to drive business outcomes.

Skills

Solution Sales
Account Management
Microsoft Azure
Infrastructure Modernization
AI Agent Adoption
Data Platform Transformation
Cloud Adoption
Sales Strategy
Negotiation
Competitive Analysis
Cross-Solution Selling
Business Case Development
Executive Engagement
Value Realization Frameworks
Cloud Native
AI Platform
Data Analytics
Application Modernization
Digital Transformation

Location

Remote
Hybrid

Work Type

Remote
Hybrid

Experience Level

8+ years
12+ years
6+ years

Education Level

Bachelor's Degree in Business, Computer Science, Information Technology, Engineering, or a related field

About the Company

Microsoft is an equal opportunity employer.

Equal Opportunity

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 requesting accommodations.