Senior Solution Area Specialist at Microsoft

Overview

Are you passionate about AI and eager to transform the IT landscape? Join our dynamic EMEA Azure team as we lead the charge in AI transformation! As trusted advisors and subject matter experts, we help customers modernize their infrastructure, optimize operations, and drive innovation with Azure's cutting-edge AI capabilities. Whether it's migrating and modernizing estates to be AI-ready, accelerating innovation with AI agents and platforms, empowering development teams with AI, or unifying and modernizing data estates, we help customers build technology solutions to achieve their business needs.

In this role, you'll be at the forefront of AI growth and disruption, guiding customers through their AI journey and helping them achieve their strategic goals through our MACC programme. You'll ensure customers can fully harness the transformative potential of AI to stay ahead of the competition by strategising large deals, work across our sellers, strategic pursuit and customer success. If you're ready to make a significant impact and drive AI transformation we invite you to join us and be part of this exciting journey!

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

• Lead Customer Engagements:
  • Act as the Azure sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms. Address business and technical needs with demos, whiteboarding, and solution storytelling.
  • Lead strategic discussions with internal and customer executives to prioritize and accelerate MACC opportunities.
  • Mentor teams on integrating security and compliance into MACC pursuits.
• Strategic Deal Leadership & coaching
  • Qualify and assess MACC opportunities using AI-enhanced sales frameworks.
  • Direct strategy for signing MACCs with scalable consumption plans, aligned concessions, and clear growth expectations.
  • Guide sellers and leadership across EMEA to execute MACC deals effectively.
• Own and Convert Pipeline:
  • Manage forecast and pipeline from early-stage to close. Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory strategies and drive revenue.
• Orchestrate Across Teams:
  • Lead coordination across ATU, CSU, ISD, SPT, GPS, and partner teams for seamless MACC execution.
  • Drive partner attach and co-sell motions throughout the MACC lifecycle.
• Accelerate Decisions:
  • Engage decision-makers with clear business cases using Azure Pricing Calculator, ROI, and TCO tools. Scope proofs of concept and lead customers from commitment to consumption.
• Inspire and Influence:
  • Bring technical fluency and inclusive leadership to virtual teams. Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI.

Qualifications

Required Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND technology-related sales/solution sales or account management experience 
  • or equivalent experience
• Experience working with complex enterprise customers 
• Fluency or business level English language skills

Preferred Qualifications 

• Working knowledge of Cloud Platform: Understanding of Microsoft Azure infrastructure, data, and AI application platforms, with the ability to articulate technical solutions to business and IT stakeholders
• Multi-country experience is a plus
• A track record of meeting and exceeding revenue targets 
• Additional language skills are a plus