Senior Digital Solution Specialist, AI Business Process - New Zealand

Job description

**Overview** The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization. At **Small Medium Enterprises and Channel (SME&C)**, we are leading a high-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, high-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. In this role, you will be the **AI Business Process Solution Specialist** for your assigned territory and a senior member of the sales team, working with Account Executives, Solution Engineers, Customer Success, partners, and engineering. You will be responsible for growing and accelerating the business by leading strategic customer engagements focused on business process transformation, AI innovation, and Microsoft Business Applications. Leveraging Microsoft's Frontier Firm vision, Copilot, Copilot Studio, Dynamics 365, Power Platform, and Agentic AI capabilities, you will identify and shape opportunities, build executive sponsorship, and help customers reimagine business processes, improve operational performance, and unlock new business value. You will lead discovery conversations with senior business and technology stakeholders, shape differentiated solution strategies, build compelling business cases, and influence executive decision-makers through outcome-based engagements. Working closely with partners, engineering, and Customer Success, you will lead the sales strategy for complex opportunities, help customers envision their future-state operating model, and establish a transformation roadmap that aligns technology investments with measurable business outcomes. You will drive opportunity progression from qualification through proposal development, coordinating the broader account team and strengthening customer confidence in Microsoft's AI Business Process solutions. You will develop trusted relationships with customer decision-makers and position yourself as a trusted advisor in your domain. As a recognised product and industry specialist, you will apply commercial judgement, share best practices, coach peers, and contribute to the development of sales capability across the team. This role is flexible in that you can work up to 50% from home. 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** - Own the strategy to advance qualified pipeline revenue across complex opportunities by leading business outcome discussions, solution envisioning, and value-based engagements that establish executive sponsorship and customer confidence in Microsoft's AI Business Process solutions. - Engage with the account team to land solution envisioning sessions and business value assessments. - Proactively lead customer-centric business process transformation conversations, solution envisioning workshops, and executive engagements while strengthening Business Decision Maker and Technical Decision Maker relationships. - Shape the sales strategy for business transformation priorities by addressing competitive positioning, solution differentiation, commercial value, and AI adoption considerations across complex customer environments. - Lead the development of the customer proposal, ensuring that the business case, differentiated value proposition, solution strategy, and customer outcomes are clearly articulated and aligned across the account team. - Lead alignment with Partners and Customer Success on the proposed deployment approach, customer success plan, and Key Performance Indicators, ensuring continuity from the sales strategy to agreed business outcomes. - Lead discovery across complex opportunities, synthesising customer-agreed business challenges, stakeholder priorities, and measurable value into differentiated win themes and a clear opportunity strategy. **Qualifications** **Required Qualifications (RQs)** - 8+ years of solution sales, business applications sales, enterprise SaaS sales, account management, or related customer-facing experience, including experience leading complex opportunities and engaging senior business decision-makers. - OR Bachelor's Degree in Business, Computer Science, Information Technology, or a related field AND 6+ years of solution sales, business applications sales, enterprise SaaS sales, account management, or related customer-facing experience, including experience leading complex opportunities. - OR Master's Degree in Business, Computer Science, Information Technology, or a related field AND 5+ years of solution sales, business applications sales, enterprise SaaS sales, account management, or related customer-facing experience, including experience leading complex opportunities. - OR equivalent experience. **Preferred Qualifications (PQs)** - Demonstrated success leading complex business application or enterprise SaaS opportunities that require orchestration of large, dispersed, virtual teams across account, industry, solution, partner, and customer success functions. - Advanced solution-sales capabilities, including executive discovery, account and opportunity strategy, competitive differentiation, value-based selling, business-case development, negotiation, and identification and expansion of product opportunities. - Certification or demonstrated expertise in relevant technologies and disciplines (e.g., Dynamics 365, Power Platform, Copilot, Copilot Studio, Azure AI, Power BI, business applications, or digital transformation methodologies). 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)