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About the Role

Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region. Engages in sales pipeline reviews to drive forecasting accuracy and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation, while leveraging technology to drive growth. Assesses and qualifies sales opportunities following sales frameworks and guidelines, utilizing AI-driven insights and tools to provide personalized solutions, tailored recommendations, and strategic guidance that foster long-term trusted relationships throughout the customer sales journey, while incorporating and aligning within the customer’s security priorities.

Responsibilities

Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.
Participates in strategy development for driving and closing moderately complex, significant value opportunities.
Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle.
Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.
Drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan.
Reviews and translates customer and partner feedback to establish recovery action plans.
Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals.
Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle.
Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.
Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation.
Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain.
Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy.
Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.
Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes.
Leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.
Partners across teams to propose solutions and strategies that align with customer business objectives.
Identifies and addresses gaps, driving market engagement and sales execution.
Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services.
Leverages established strategies and participates in conversations with customers to distinguish Microsoft’s offerings in the competitive landscape.
Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.
Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights.
Evaluates and disseminates market intelligence, trends, and insights across the team.
Leverages established market analysis approach to ensure alignment with strategic directives and market trends.
Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success.
Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives.
Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ 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 8+ years experience in technology-related sales or account management OR equivalent experience.
4+ years solution or services sales experience.
Demonstrated experience leading AI strategy, transformation, or innovation initiatives within a major insurance carrier, broker, or financial services organization.
Deep expertise designing and implementing enterprise AI solutions leveraging Microsoft Azure AI, AWS AI/ML, and/or Google Cloud AI platforms.
Proven success serving as a trusted advisor to executive stakeholders and customer-facing teams, translating business objectives into scalable AI adoption strategies.
Experience leading or operating an AI Center of Excellence (COE), including governance, operating models, talent planning, and AI program execution at scale.
Ability to support AI growth planning through capacity management, resource forecasting, and quota management aligned to evolving customer demand and business priorities.
Strong understanding of AI adoption frameworks, responsible AI practices, and organizational change management within highly regulated industries such as insurance and financial services.

Skills

AI strategy
AI transformation
AI innovation
Enterprise AI solutions
Microsoft Azure AI
AWS AI/ML
Google Cloud AI platforms
Trusted advisor
AI adoption strategies
AI Center of Excellence (COE)
Governance
Operating models
Talent planning
AI program execution
AI growth planning
Capacity management
Resource forecasting
Quota management
AI adoption frameworks
Responsible AI practices
Organizational change management
Sales
Account management
Solution sales
Services sales
Cloud-driven transformations
AI technologies
Cloud services
Sales pipeline management
Forecasting
Pipeline hygiene
Sales metrics
Sales frameworks
Sales guidelines
AI-driven insights
AI-driven market intelligence
Predictive analytics
Whitespace analysis
Market gaps
Sales plays
Customer business priorities
Customer outcomes
Security priorities
Customer success plan
Co-selling strategies
Partner attach
Sales lifecycle
Customer value realization
AI sales agents
Automation
Power Platforms
Propensity data
Renewal data
Consumption data
Usage data
Sales strategy
Market analysis
Strategic directives
Market trends
Customer stakeholders
Decision makers
Sales opportunities
Sales acceleration
AI-driven transformations
Cloud-driven transformations
Sales pipeline reviews
Forecasting accuracy
Sales metrics
Tools
Resources
Processes
Business opportunities
Customer innovation
Technology
Growth
Sales frameworks
Sales guidelines
AI-driven insights
Personalized solutions
Tailored recommendations
Strategic guidance
Trusted relationships
Customer sales journey
Security priorities
AI-driven market intelligence tools
Trends
Insights
Solution area
Market
Sales plays
Customer business priorities
Customer outcomes
AI-driven predictive analytics
Future market needs
Cross-organizationally
AI technologies
Cloud services
Sales strategies
Customer security priorities
Secure, AI-powered transformation
Customer success plan
Customer and partner feedback
Recovery action plans
Customer and partner stakeholders
Sentiment
Satisfaction goals
Partner teams
Partner resources
Partner relationships
Co-selling strategies
Partner attach
Sales lifecycle
Partner organization connections
Share
Partner health
Execution plans
Customer value realization
Sales & Pipeline Management
Customer portfolio
Customer innovation
AI sales agents
Automation
Power Platforms
Propensity data
Renewal data
Consumption data
Usage data
Sales strategy
Account optimization
Opportunity optimization
Team handoffs
Global Partner Solutions (GPS)
Customer Success Unit (CSU)
Industry Solutions Delivery (ISD)
Partner
Deal lifecycle
Sales pipeline reviews
Forecasting accuracy
Sales targets
AI-powered analytics
Forecasting tools
Precision
Sales pipeline hygiene
Sales metrics
Tools
Resources
Processes
Usage pipeline hygiene
Consumption pipeline hygiene
Adoption trends
Intervention opportunities
Solution value realization
Expansion opportunities
Predictable renewals
Sales Strategy
Solution area evaluation
Market evaluation
Sales play insights
Customer business priorities
Customer outcomes
AI-driven predictive analytics
Future market needs
Cross-team collaboration
Solution proposals
Strategy proposals
Customer business objectives
Gap identification
Market engagement
Sales execution
Cross-organizational partnerships
AI-driven transformations
Cloud-driven transformations
Cutting-edge AI technologies
Cloud services
Established strategies
Customer conversations
Competitive landscape differentiation
Trusted advisor
Technology adoption guidance
Solution adoption guidance
Digital transformation
Whitespace analysis
Business opportunities
Market gaps
AI-driven market intelligence tools
Trends assessment
Insights assessment
Market intelligence evaluation
Market intelligence dissemination
Team insights sharing
Market analysis approach
Strategic directives alignment
Market trends alignment
Customer stakeholders discussions
Decision makers discussions
Sales opportunity identification
Sales opportunity qualification
Sales opportunity prioritization
Sales opportunity acceleration
Point of contact
Internal stakeholder collaboration
Cross-organizational collaboration
Customer success driving
Account team engagement
AI transformation vision alignment
Business priorities alignment
Success objectives alignment
Security principles incorporation
Security principles reinforcement
Customer interactions
Opportunity management
Pursuit management
Trust maintenance
Compliance standards maintenance

Experience Level

4+ years experience in technology-related sales or account management
6+ years experience in technology-related sales or account management
8+ years experience in technology-related sales or account management
4+ years solution or services sales experience

Education Level

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field
Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field

Salary/Compensations

USD $107,600 - $187,500 per year
USD $145,600 - $205,600 per year

Benefits

Certain roles may be eligible for benefits and other compensation.

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.