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Cloud & AI Solution Specialist

Microsoft· Solution Area Specialists
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Annapolis Junction, MD$133k - $222.7kfull-timePosted 3w ago

About the role

Cloud & AI Solution Specialist for Federal sales focusing on AI-driven cloud transformations for government customers, collaborating with technical specialists, partners, and customer success to grow Azure consumption and advance AI adoption while navigating security and compliance requirements.

Responsibilities

  • Leads the sales strategy 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, fostering long-term partnerships through AI-driven insights.
  • Leads partner teams and resources and fosters lasting relationships that activate co-selling strategies and drive partner attach to each opportunity through every stage in the sales lifecycle.
  • Leads partner organization connections (i.e. GPS) that lead to enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
  • Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.
  • Leads strategy development for driving and closing complex, high-value opportunities.
  • Partners across organizations to drive deal orchestration and ensure seamless handoffs throughout the deal lifecycle.
  • Advances best practices to gain customer trust, secure deals, and strategically mitigate risks to enhance sales activities across the market.
  • Strategically analyzes business and emerging opportunities to enhance the customer portfolio and drive customer innovation.
  • Integrates technology (e.g., AI sales agents, automation, Power Platforms) to accelerate growth across assigned domain.
  • Employs comprehensive analysis of propensity, renewal, consumption, and usage data to refine and execute sales strategy.
  • Manages optimization of partners assigned to each account and/or opportunity to ensure seamless handoffs with other teams throughout the deal lifecycle.
  • Leads sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools.
  • Coaches others on and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics.
  • Coaches others on and leads to achieve usage and/or consumption pipeline hygiene targets to monitor adoption trends and drive renewals.
  • Leads discussions with senior stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities.
  • Serves as a key point of contact for and partners with internal senior stakeholders to drive customer success.
  • Engages account teams to align the customer's AI transformation vision with business priorities and success objectives.
  • Ensures the integration of security principles in customer interactions, opportunities, and pursuits.
  • Leads collaborations on whitespace analysis and leverages AI-driven market intelligence to assess trends and insights.
  • Synthesizes evaluation of the solution area(s) and market to align sales plays with complex customer priorities and outcomes using AI-driven analytics.
  • Drives cross-functional collaboration to propose and prioritize solutions and strategies that drive customer business objectives.
  • Proactively identifies and addresses gaps, guiding market engagement and sales execution.
  • Leads partnerships cross-organizationally and guides development of AI- and cloud-driven transformations for existing and new customers in the region.
  • Crafts and refines strategies to distinguish Microsoft’s offerings in the competitive landscape.

Qualifications

  • 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.

Skills

Required:Bachelor's degree required (see qualifications)
Last updated Oct 2, 2026. Interested? Apply on the company site.

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