Digital Solution Engineering Manager

Job description

**Overview** Are you passionate about the limitless possibilities of Microsoft Azure? Imagine being at the forefront of guiding customers through their Frontier AI transformation journey, helping them achieve their business priorities. Join us to recommend tailored solutions and demonstrate cutting-edge technologies that win technical decisions. Be a part of a dynamic team that empowers businesses to thrive in the age of Agentic AI. At Small Medium Enterprises and Channel (SME&C), we are leading a significant-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, significant-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. As a Digital Solution Specialist Manager, you will lead a team of technical sales professionals to drive cloud, data, AI, and security solution growth across Small and Medium Enterprise (SME) customers. You will be responsible for developing talent, accelerating business performance, building strategic customer relationships, and enabling customers' digital and AI transformation journeys through Microsoft's cloud platform. This role requires a strong balance of people leadership, business management, technical acumen, and executive stakeholder engagement. 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** **1. Business Growth & Revenue Leadership** - Lead a team of Digital Solution Specialists to achieve and exceed revenue, consumption, and customer acquisition targets. - Drive pipeline generation, opportunity management, forecast accuracy, and execution excellence. - Develop and execute territory strategies that accelerate Azure, Data, AI, Security, and Modern Work workloads. - Identify and scale high-impact growth opportunities across the assigned market segments. - Ensure disciplined sales execution and operational rigor throughout the sales cycle. **2. Customer & Partner Engagement** - Build trusted-advisor relationships with business and technical decision-makers. - Collaborate with customers to define their cloud, data, and AI transformation strategies. - Support strategic customer engagements, executive briefings, and complex deal negotiations. - Partner closely with Microsoft's partner ecosystem to expand reach and accelerate customer adoption. - Drive customer success outcomes and long-term business value realization. **3. People Leadership & Talent Development** - Recruit, retain, and develop world-class technical sales talent. - Provide ongoing coaching on opportunity strategy, customer engagement, solution selling, and executive communication. - Conduct regular business reviews, career development discussions, and performance coaching conversations. - Foster an inclusive, high-performing, and growth-oriented team culture. - Create leadership bench strength and succession plans for future organizational growth. **4. Sales Excellence & Coaching** - Coach team members on complex cloud solution selling methodologies. - Lead deal reviews, account planning, and strategic opportunity development. - Improve team capabilities in business value selling, negotiation, storytelling, and executive engagement. - Drive adoption of Microsoft sales processes, tools, and AI-enabled selling practices. - Establish a culture of accountability, continuous learning, and execution excellence. **5. Cross-Functional Leadership** - Collaborate with Account Executives, Customer Success, Engineering, Marketing, and Partner teams to achieve shared business goals. - Influence stakeholders across multiple organizations with different priorities and objectives. - Remove organizational barriers and accelerate decision-making for strategic opportunities. - Provide customer and market insights to leadership to influence future business strategies. **6. AI Transformation Leadership** - Drive customer adoption of Microsoft AI solutions, including Azure OpenAI, Azure AI Foundry, Copilot, and Agentic AI applications. - Help customers identify AI business scenarios and realize measurable business outcomes. - Build team capabilities around AI solution selling and industry transformation initiatives. - Champion responsible AI practices and customer value realization. **Qualifications** **Experience** - 9+ years of technology pre-sales, cloud sales, solution sales, or account management experience; **OR** - Bachelor's Degree in Computer Science, Information Technology, Business Administration, Engineering, or a related field and 7+ years of technology-related sales or account management experience. **Sales & Business Skills** - Demonstrated success selling complex cloud-based solutions and digital transformation initiatives. - Proven experience driving business growth and achieving sales targets. - Strong customer-facing consultative selling and executive engagement skills. - Experience managing large and complex sales opportunities across multiple stakeholders. **Leadership** - Proven people management experience leading technical sales, solution sales, or specialist teams. - Strong coaching capability with demonstrated success developing high-performing talent. - Experience building inclusive, collaborative, and high-performing organizations. - Ability to influence and align diverse stakeholders without direct authority. **Technical & Industry Knowledge** - Understanding of cloud computing, AI, data analytics, cybersecurity, and digital transformation trends. - Ability to translate technical capabilities into business outcomes. - Experience working with cloud platforms, SaaS, PaaS, AI, or enterprise software solutions. **Communication** - Fluent English speaking and presentation skills. - Ability to communicate effectively with technical experts, business executives, and C-level decision-makers. 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)