Solution Specialist – AI Workforce

Customer Engagement - 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 to activate co-selling strategies and partner attachment to each opportunity throughout the sales lifecycle. Connects with partner organizations (e.g., GPS) to drive share, partner health, and align 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 the assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategies.

- Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., GPS, CSU, ISD, Partner) throughout the deal lifecycle. Engages in sales pipeline reviews with internal stakeholders to enhance forecasting accuracy and meet sales targets, using AI-powered analytics and forecasting tools.

- Maintains sales and/or consumption pipeline hygiene to track progress and achieve sales metrics. Leads usage and consumption pipeline hygiene to monitor adoption trends, identify opportunities for intervention, enable customers to realize the value of solutions, drive expansion, and ensure healthier, more predictable renewals.

- Evaluates solution areas and markets, developing insights to align sales strategies with customer priorities and outcomes, incorporating AI-driven predictive analytics for future market needs. Partners across teams to propose solutions and strategies that support customer business objectives.

- Supports the development of solutions that enable AI and cloud-driven transformations for customers, emphasizing AI technologies and cloud services. Uses established strategies and engages in conversations with customers to differentiate Microsoft's offerings in the market. Acts as a trusted advisor to guide technology adoption and digital transformation.

- Uses whitespace analysis and market intelligence tools to identify business opportunities and market gaps within the assigned domain. Disseminates market insights across the team to ensure alignment with strategic directives and trends.

- Leads discussions with customer stakeholders to identify, qualify, prioritize, and accelerate sales opportunities. Collaborates with internal stakeholders to drive customer success, aligning AI transformation visions with business goals and embedding security principles to maintain trust and compliance.

Required/minimum qualifications

• 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.
• 4+ years solution or services sales experience.
• Fluency in Brazilian Portuguese and English.

Additional or preferred qualifications

• Master's Degree in Business Administration (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, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
• Solid understanding of Microsoft 365 productivity and collaboration solutions, including Microsoft 365 Copilot, Teams, and Microsoft 365 core workloads.
• Familiarity with AI trends and Generative AI concepts, with the ability to translate innovation into business value.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.