Solution Specialist - Cloud & AI Platform Sales

Overview

Are you driven to assist organizations in converting their Cloud and AI ambitions into tangible business outcomes? As a Cloud & AI Platform Sales Specialist, you will spearhead strategic dialogues surrounding Cloud modernization, Data, AI, Applications, and Developer platforms. Engaging with senior business and technology executives, you'll help define transformation priorities, formulate compelling business cases, and steer client opportunities from initial exploration through to adoption and expansion.

Joining a collaborative, high-achieving team comprising sales, technical experts, customer success, engineering, partners, and delivery specialists, you will support top New Zealand organizations in securely modernizing, maximizing data utility, and operationalizing AI solutions.

Key Responsibilities

• Lead impactful cloud and AI transformation discussions with senior customers.
• Navigate complex multi-workload opportunities spanning infrastructure, data, applications, AI, and developer platforms.
• Develop profound commercial, industry, and technical expertise.
• Establish trusted connections within New Zealand's technology ecosystem.
• Collaborate with Solution Engineers, customer success teams, partners, and engineering staff.
• Help transition AI and cloud initiatives from experimentation to secure, scalable production deployments.

Detailed Duties

• Forge trusted relationships with senior business, technology, data, and engineering decision-makers.
• Conduct consultative discovery aligning customer priorities, industry context, and transformation objectives with fitting cloud and AI use cases.
• Interpret complex technologies into clear business value, measurable results, and actionable transformation plans.
• Provide insights on market trends including responsible AI, security standards, regulatory factors, sovereignty, and competitive landscape when pertinent.
• Lead opportunities involving cloud/application modernization, data analytics, AI applications, and developer platforms.
• Create differentiated value propositions and business cases linking Microsoft's platform capabilities to customer outcomes.
• Guide opportunities from qualification through solution development, commitment, production adoption, and expansion phases.
• Coordinate with technical teams to establish success criteria for demos, workshops, proofs of concept, and production implementation.
• Collaborate effectively with Account Executives, Solution Engineers, customer success teams, engineers, commercial groups, and partners, ensuring appropriate expertise is engaged timely.
• Facilitate seamless transitions from sales and technical validation to deployment, adoption, and ongoing value realization.
• Activate partners early to broaden customer reach, bolster delivery capacity, and speed up value realization.
• Manage territory and account planning for assigned customers maintaining a robust sales pipeline and accurate forecasts.
• Prioritize opportunities using customer, market, and consumption signals to maximize impact.
• Stay engaged post-sale to track adoption, identify intervention needs, and explore growth opportunities.
• Utilize AI-enabled sales tools to enhance preparation, relevance, and efficiency.
• Maintain comprehensive knowledge across infrastructure, data, AI, applications, and developer technology platforms.
• Build industry and competitive insights to advise customers credibly and distinguish Microsoft offerings.
• Share customer insights and proven approaches across the team to enhance collective success.
• Commit to continuous improvement in technical proficiency, business acumen, and consultative selling skills.
• Exemplify Microsoft's culture and values centered on respect, integrity, accountability, and inclusion.

Qualifications

• Bachelor’s Degree in Computer Science, IT, Business Administration or a related discipline PLUS a minimum of 2 years in technology-related sales or account management.
• At least 5 years of experience in technology, cloud, data, AI, applications, platform, or enterprise software sales with proven success in managing complex, multi-stakeholder deals.
• Experience engaging with New Zealand enterprise, government, or regulated industry clients is desirable.

Additional Information

• This role does not offer visa sponsorship.
• Applications will remain open for a minimum of five days and will be considered on a rolling basis until filled.

Equal Opportunity Statement

Microsoft is an equal opportunity employer that values diversity. Employment decisions are made without regard to any legally protected characteristic. Accommodations for disabilities or religious practices during the hiring process are available upon request.