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About the Role
STU CAIP SSP (Cloud & AI Innovation Platform Solution Sales Professional) leads AI transformation for enterprise customers by driving infrastructure modernization, AI agent adoption, and data platform transformation to maximize business value. This role manages a Media, Advertising & Printing account set, leading conversations around content workflows, media asset management, generative AI, advertising analytics, printing company DX, IP monetization, and cloud adoption. You will collaborate with account teams, Solution Engineers, Customer Success, services, and partners to convert customer priorities into Azure opportunities and consumption growth.
Responsibilities
- Identify customer business challenges and propose Azure solutions to create and convert opportunities into revenue growth.
- Engage customers through insightful questioning to understand their business needs and opportunities.
- Deliver compelling value propositions to business and technical decision-makers using whiteboarding, demos, and storytelling.
- Build business cases using Azure tools to accelerate customer investment decisions.
- Collaborate with internal teams and partners to develop and execute closing strategies for strategic opportunities.
- Analyze account plans and consumption patterns to refine sales strategies and drive revenue attainment.
- Expand pipeline through Azure Marketplace and co-sell initiatives.
- Assess implementation complexity and proactively recommend optimal delivery models.
- Analyze competitive products and services to develop and execute differentiated strategies.
- Leverage Microsoft's portfolio across Infrastructure, Data, AI Agents, GitHub, and Security.
- Monitor competitive developments and share competitive intelligence.
- Manage business execution across the territory using MCEM, evaluating opportunity quality and executing closing plans.
- Develop and execute territory strategies aligned with Azure modernization priorities.
- Maintain disciplined pipeline management and ensure forecast accuracy.
- Assess customer business priorities and technology readiness for executive engagement.
- Quantify business outcomes such as cost optimization and productivity improvements.
- Define and scope Proof of Concepts and establish pathways from commitment to consumption growth.
- Contribute to organizational excellence by nominating customers for programs and sharing best practices.
- Generate new pipeline through proactive prospecting, executive briefings, and events.
- Collaborate with strategic partners to create new business opportunities and expand revenue.
Requirements
- 8+ years of experience in solution sales or account management at a technology company.
- 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.
Skills
- Solution Sales
- Account Management
- Enterprise Sales
- Sales Methodologies (MCEM)
- Microsoft Azure (Infrastructure, Data, AI Platform, Application Modernization)
- Competitive Analysis
- Cross-Solution Selling
- Executive Presentations
- Business Case Development
- AI Transformation
- Cloud Modernization
- Business Value Realization
Location
- Remote
- Hybrid
Work Type
- Remote
- Hybrid
Experience Level
- 8+ years
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.