Solution Sales Director - AI Workforce

Overview Join the Retail & Consumer Goods (RCG) Organization as an AI Workforce Solution Specialist Manager, where you will lead a high-performing team responsible for helping customers transform how work gets done through Microsoft AI, Copilot, Security, and Cloud solutions.

In this strategic leadership role, you will drive customer growth, accelerate AI adoption, and help organizations unlock business value by integrating cutting-edge AI technologies into their workforce and business processes.

As a people manager and sales leader, you will coach and develop teams that engage senior business and technology decision-makers, identify new business opportunities, and drive large-scale AI-powered transformation initiatives across a portfolio of strategic customers.

You will leverage market intelligence, predictive analytics, and customer insights to shape territory strategy, uncover whitespace opportunities, and align Microsoft's AI and cloud solutions to customers' most critical business priorities.

You will lead teams through complex sales cycles, ensuring strong pipeline management, forecasting excellence, and execution against revenue objectives.

Working closely with account teams, solution engineering, customer success, security specialists, and partner organizations, you will help customers accelerate adoption of Microsoft AI solutions while maintaining a strong focus on security, compliance, and long-term business outcomes.

Success in this role requires exceptional people leadership, executive engagement, strategic sales expertise, and deep knowledge of AI-driven business transformation. The ideal candidate is passionate about coaching talent, building high-performing teams, cultivating executive relationships, and helping customers realize the full value of Microsoft’s AI and cloud ecosystem.

Through your leadership, you will influence customer strategy, shape future workforce transformation initiatives, and drive measurable growth for both customers and Microsoft while fostering a culture of accountability, collaboration, innovation, and continuous development.

Responsibilities

• Customer Engagement Ensures teams adhere to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices.
• Leverages expertise in strategy development to empower teams in securing complex, high-value deals.
• Drives collaboration across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to lead deal orchestration and ensure effective handoffs throughout the deal lifecycle.
• Coaches team on advancing best practices to obtain customer commitment, secure deals, and reduce exposure to risks that impacts sales success across the territory.
• Coaches team on leading 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, 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 team on leading partner organization connections (i.e.
• GPS) that lead to enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
• People Management Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

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 & Pipeline Management

Sets the direction for business analysis and the emerging opportunities to refine the customer portfolio and foster customer innovation across multiple teams. Advocates for the adoption of technologies (e.g., AI sales agents, automation, Power Platforms) to drive growth across the territory.

Provides strategic direction and guidance across teams on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy. Directs teams in refining partner engagement for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.

Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Leads team on maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes.

Empowers teams to maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

Sales Strategy

Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Empowers teams to drive cross-functional collaboration to propose solutions and strategies that resonate with and drive customer business objectives.

Drives the identification and resolution of gaps, enhancing market engagement and maximizing sales execution.

Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services.

Acts as a resource for and drives team on crafting and refining strategies and engaging with customers to distinguish Microsoft’s offerings in the competitive landscape.

Leads team on acting as a subject matter expert and trusted advisor for strategic customers and orchestrating the adoption of innovative technologies and solutions that align with their goals align and advance their strategic goals and drive digital transformation.

Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Translates and provides guidance on complex market intelligence, trends, and insights across multiple teams.

Leads team in refining and evolving market analysis methodologies to ensure proactive alignment with strategic directives and evolving market trends.

Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Serves as a key point of contact and ensures strategic collaboration with internal senior stakeholders within and across organizations to maximize customer success.

Directs partnerships with account teams and customers to discuss the use of technological advancements for market influence. Champions and reinforces security principles in customer interactions, opportunity, and pursuits to uphold trust and compliance standards.

Models for and coaches team on, and develops a team consumption/usage strategy for driving seller behaviors that include support solutions in every solution sale in collaboration cross organizationally as part of rhythms and scrums.

Qualifications

Required/minimum qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Info