Digital Solution Specialists Director

Overview  

Do you enjoy managing on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you! 

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Enterprise sellers and Channel sales teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.**** 

 

As an AI Business Solutions Sales Leader, you will take the lead in harnessing the power of AI to achieve customer leadership. Your efforts will be instrumental in executing sales strategies (via Digital Specialists, Digital Solution Engineers and Partner Solution Sales teams by leveraging various programs and offers. Additionally, you will be responsible for selling AI Workforce and AI Business Process solutions tailored for our managed customers. Furthermore, you will play a significant role in enabling AI and Digital transformation momentum for our customers, partners, and Microsoft.

  To manage AI Business Solutions Managers and Partner Solution Sales team, we are looking for passionate, experienced, and leader (Manager of Managers) who will follow the model | coach | care approach to developing and winning team sales strategy that will deliver on the AI Workforce and AI Business Process goals. As a Senior STU Leader, you will lead transformational shifts to drive deployment and create business value for customers. You will provide direction/guidance on the development of solutions across solution areas and support areas. You will lead a team to develop strategies for driving and closing opportunities. You will facilitate the development of partner strategies and ensure execution. As a Senior STU Leader you will provide sales leadership and thought leadership to accelerate our customers’ digital transformation and is a great sales coach and leader, has a challenger mentality, is fluent in sales-leadership practice and contributes with vision and flawless execution of solution and technical sales across different customer scenarios developing and growing the AI Business Solutions business across the time-zone markets. 

 

You will oversee the end-to-end business across geographical regions. You will work with the regional operating unit/sales unit to tightly align top partner coverage, and simplify and strengthen alignment on sales targets, improve coverage. You will ensure the team meets sales targets and operational standards and maintains the health of metrics within the assigned territory. You will interact with Time zone and WW leadership and senior-level stakeholders to get support for their team and the geographical regions. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your AI experti_se._This role is flexible in that you can work up to 50% from home .

 

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.

Responsibilities

• People Leader

• You will build and grow highly successful teams through talent management, diversity and inclusion, coaching, and career development. You are a respected technology leader with the ability to attract, retain, and develop the most technical resources in the field. Inspire and foster a culture of customer-centricity and consumption, adoption and use through collaboration with peers and extended teams.

• Model - Live our culture; Embody our values; Practice our leadership principles.

• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

• Sales Execution

• Brings impactful industry insights into customer engagements and helps close deals and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets. Acts as a thought leader in digital transformation across solution areas to advise customers. Leads a virtual cross-organizational team to drive strategic projects and high impact solution sales

• Coaches their team to collaborate with partners and other internal teams (e.g., Engineering, CXE, GTM). Leads with technical and industry insights on how to grow the strategic customer business.

• You will lead teams to identify and track new opportunities, bring impactful industry insights into customer engagements, and lead a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.

• You will lead team to develop strategies through orchestration for driving and closing opportunities and guide team on communicating with customers to understand their business needs or facilitate customer interactions to assess needs.

• Coaches their team and/or other teams (e.g., ATU, STU, Channel Sales) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders.

• Business Value Selling

• Coach team to hunt new AI Business Solutions opportunities business value selling approach.

• Scaling and Collaboration

• You will coach team to learn and apply the orchestration model and guide team to build a network of partners to cross-sell and up-sell.

• Technical Expertise

• Drives technical depth engagements with customers and supports their team on participating in Microsoft technical events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.

• Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on a specific platform or market.

• Coaches their team on business and market knowledge. Develops strategies to position Microsoft products, solutions, and/or services against competitors. Initiates discussions to share industry trends and insights across the organization.

• You will coach team on business and market knowledge and act as a thought leader to help team connect Microsoft solution to customer business impact.

• Showcase a learning mentality:

• Demonstrate a willingness to invest in your personal learning in the AI arena with team members.

• Sales Excellence

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.

• Participates in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team. Engages with external executives to bring a more strategic perspective into the planning portion of account planning.

• Oversees the end-to-end business across geographical regions. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory. Interacts with Corporate leadership and executive-level stakeholders to get support for their team and the geographical regions

• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seeks additional learning opportunities and prioritize to enhance effectiveness.

Qualifications Required Qualifications (RQs)__

• 9+ years of technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience
• AI Workforce and AI Business Process industry expertise. Microsoft AI, Copilot, M365, D365, Power Platform, and ERP portfolio knowledge preferred
• Demonstrated experience selling complex, AI solutions to Small and Medium Enterprise Customers.
• Proven seller coaching and negotiation experience.
• Demonstrated experience driving adoption across multiple stakeholders with varying agendas.
• Solid understanding of security market and complete solutions
• Experience in managing channel sales complexities

 

Preferred Qualifications (PQs) 

 

• 12+ years of technology-related sales or account management experience

• OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience

• OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience

• 10+ years services sales or account management experience.

• 5+ year(s) of people management experience.

• 2+ years manager of managers experience.

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.

• Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.

• High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.

• Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners,  engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.

• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.

• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.

• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.

• Experience driving new sales and customers using innovative approaches, leveraging partnership events, social selling (Linkedln) and networking.

• Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.

• Leader:  Demonstrated sales and partner management experience with executive communications, engagement and influence

• Overachiever: Exceeds sales goals in an assigned sales territory

• Proficient: Experience with complex sales training (e.g., Miller Heiman, SPIN, Michael Bosworth, Holden, etc.) and sales methodologies

• Competes to win new market share.

• Influential: Significant experience delivering persuasive presentations to business decision makers.

 

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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 requesting accommodations.