Solution Area Specialist, AI Business Process (AIBP)
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Skills
About the role
The AI Business Process team helps customers transform how their businesses operate by applying AI, cloud technologies, and business applications to critical business processes. The team brings deep functional knowledge to help customers transform business processes, improve operational efficiency, enable cloud transformation, and deliver sustainable business value.
As a Solution Area Specialist, AI Business Process (AIBP), you will engage business and technology decision makers to identify and shape opportunities for AI-powered business process transformation. You will work with enterprise customers to understand their strategic priorities, identify opportunities to reimagine agentic business processes across Customer Experience, ERP and connect those priorities to Microsoft's AI Business Process portfolio.
You will bring together business applications, AI and agentic capabilities to help customers transform functions such as sales, service, finance, supply chain and operations. You will partner closely with Microsoft account teams, technical specialists, Customer Success, partners and Industry Solutions teams to progress opportunities and help customers realize business outcomes.
Our purpose is to empower organizations to transform the way they work by harnessing the full potential of artificial intelligence. We guide customers through the evolving digital landscape, enabling them to unlock new opportunities, enhance productivity, and deliver exceptional employee and customer experiences. By integrating advanced AI capabilities across devices, cloud platforms, and everyday business applications, we help organizations realize seamless, innovative, and secure solutions that drive sustained growth and success in the AI era.
Responsibilities
- Drive AI-powered business process transformation. Engage customers to understand strategic business priorities and identify opportunities where AI, cloud and business applications can transform processes and improve business outcomes. Focus on Customer Experience (Sales, Marketing, Customer Service and Contact Center), Enterprise Resource Planning (Finance, Supply Chain, Project Management) functions with an agentic business transformation focus.
- Lead value-based customer conversations. Engage senior stakeholders and business decision makers, bringing business value insights and relevant industry perspectives to identify, qualify and accelerate opportunities.
- Develop and progress a strong sales pipeline. Assess and qualify opportunities using established sales frameworks and drive opportunities through disciplined sales execution.
- Drive sales execution. Target business decision makers with business value insights and industry trends, qualify opportunities, develop close plans and build customer commitment to drive predictable deal closure.
- Act as a trusted solution-area advisor. Develop strong expertise in Microsoft's business applications portfolio and help customers connect technology capabilities to their transformation objectives.
- Orchestrate across Microsoft and the partner ecosystem. Bring together account teams, Solution Engineers, Customer Success, services and partners to progress opportunities, address customer requirements and accelerate deal closure.
- Own territory and sales excellence. Manage the end-to-end business for the assigned territory, maintain forecast and reporting accuracy, and develop territory and portfolio plans aligned to strategic priorities.
- Develop partner-led and co-sell opportunities, share customer and competitive insights, and use deal reviews, win/loss learning, and proven practices to improve execution, scale repeatable motions, and accelerate customer success.
Qualifications
- 10+ years technology-related sales or account management experience; OR
- Bachelor's Degree in Information Technology or related field AND 6+ years technology-related sales or account management experience; OR
- Master's Degree in Business Administration, Information Technology or related field AND 5+ years technology-related sales or account management experience.
- 5+ years solution sales experience.
- Experience selling or consulting on enterprise CRM, ERP, low-code, automation, AI, or cloud-based business applications.
- Experience engaging senior business decision makers and translating business challenges into transformation opportunities.
- Experience developing business cases and value propositions for complex transformation initiatives.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.