Cloud & AI Platform (Azure) Solution Sales Professional is responsible for leading AI transformation initiatives for enterprise customers by driving infrastructure modernization, AI agent adoption, and data platform transformation to maximize business value.

In this role, you will independently manage both internal-use and external-facing business opportunities across a designated global technology customer. Success requires the ability to engage deeply with customer industry priorities, uncover strategic business challenges, and translate opportunities into measurable business outcomes. Working closely with account teams, global specialist resources, customer success organizations, and partner ecosystems, you will play a critical role in developing and executing winning sales strategies while positioning Microsoft solutions against competitive alternatives.

This position is ideal for a highly motivated sales professional seeking career growth through consistent business performance, strategic account leadership, and active contribution to the broader partner ecosystem. Flexible work arrangements, including remote and hybrid work options, are supported.

1. Industry-Focused Customer Engagement and Opportunity

• Engage customers through industry-specific business discussions, identifying strategic business challenges and positioning Azure solutions to create and convert opportunities into revenue growth.
• Deliver compelling value propositions to both business and technical decision-makers through whiteboarding sessions, solution demonstrations, and impactful storytelling.
• Build compelling business cases using Azure Pricing Calculator, ROI, and TCO tools to accelerate customer investment decisions and executive sponsorship.

2. Driving Winning Sales and Closing Strategies

• Collaborate with account teams, global technical specialists, customer success managers, solution architects, and partners to develop and execute closing strategies for strategic opportunities.
• Analyze account plans, installed solution portfolios, and consumption patterns to refine data-driven sales strategies and drive quarterly revenue attainment.
• Expand pipeline and accelerate deal velocity through Azure Marketplace and co-sell initiatives in partnership with the Microsoft ecosystem.

3. Competitive Positioning and Differentiated Solution Selling

• Partner with Global Black Belt (GBB) teams to analyze competitive products and services and develop differentiated Microsoft value propositions across Infrastructure, Data, and AI solutions.
• Monitor competitive market developments and proactively share competitive intelligence with broader account teams to strengthen overall market competitiveness.
• Drive cross-solution positioning strategies that showcase the unique value of Microsoft's end-to-end cloud and AI platform.

4. End-to-End Sales Management (MCEM)

• Manage business execution across the territory using the Microsoft Customer Engagement Methodology (MCEM), evaluating opportunity quality throughout the sales lifecycle and executing effective closing plans.
• Develop and execute territory strategies aligned with key business priorities, including Azure Infrastructure Modernization, AI Platforms, and Data Estate Transformation.
• Maintain disciplined pipeline management from early-stage qualification through closure while ensuring forecast accuracy and executive visibility.

5. Executive Engagement and Business Value Articulation

• Assess customer business priorities and technology readiness to develop demand-generation and engagement strategies for executive stakeholders, including C-level leaders.
• Quantify business outcomes such as cost optimization, productivity improvements, and new revenue generation to clearly demonstrate Azure business value.
• Define and scope Proof of Concepts (PoCs) and establish clear pathways from customer commitment to consumption growth.

6. Driving Sustainable Growth Through Strategic Activities

• Contribute to organizational excellence by nominating customers for programs such as Azure Accelerate and Cloud Accelerate Factory, while sharing best practices across the sales community.
• Generate new pipeline through proactive outbound prospecting, executive briefing programs, industry events, and strategic customer engagement.
• Collaborate with strategic partners to create new business opportunities and expand revenue across the broader ecosystem.

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Required Qualifications

• Bachelor's Degree in Business, Computer Science, Information Technology, Engineering, or a related field and 4+ years of technology sales, solution sales, or account management experience; OR 8+ years of equivalent professional sales experience.
• 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, and AI platform 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.