Cloud & AI Platforms Solution Specialist

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 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. 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 are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale. Sales & Pipeline Management Analyses 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 assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy. Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams throughout the deal lifecycle. Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Leads 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 Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Partners across teams to propose solutions and strategies that align with customer business objectives. Identifies and addresses gaps, driving market engagement and sales execution. Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation. Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Evaluates and disseminates market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends. Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success. Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards. Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or a closely related field, or equivalent practical experience. Solid, demonstrable background in technology-related sales or account management, with evidence of owning customer relationships and delivering strong commercial outcomes. Master's Degree in Business Administration (MBA), Information Technology, Information Security, or a related field, or equivalent advanced experience. Well-established experience in technology-related sales or account management, preferably including stewardship of strategic accounts and complex deal structures. Strong solution- or services-led sales experience, showing the ability to design and land end-to-end cloud and AI solutions, influence customer strategy, and effectively orchestrate internal and partner teams.