New 
Solution Area Specialist - Cloud and Artificial Intelligence Platforms
 Microsoft | |
 United States, Texas, Irving | |
| 7000 State Highway 161 (Show on map) | |
 Jul 25, 2025 | |
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OverviewJoin Microsoft's US Public Sector Industries DIB Team-where mission meets innovation. The Defense Industrial Base (DIB) Operating Unit (OU) is a newly formed team with a bold mission: to consolidate, simplify, and accelerate Microsoft's presence across the DIB landscape. This expansive network includes over 100,000 organizations specializing in manufacturing, aviation, cybersecurity, and more-all united in their support of all Federal Agencies, including the U.S. Department of Defense and other mission-based intelligence and civilian organizations. Our team is dedicated to empowering these commercial contractors throughout their digital transformation journey-from envisioning new possibilities to delivering secure, scalable solutions that drive mission outcomes, elevate customer experience, and fuel Microsoft's growth. The DIB OU will directly manage and accelerate strategic and major DIB accounts across Microsoft Customer and Partner Solutions (MCAPS) Americas, while also enabling growth across other OUs. We're building new relationships, transforming legacy operations, and helping our customers modernize with confidence. We are seeking a Solution Area Specialist with knowledge of the defense industry and a command of Microsoft's Cloud and Artificial Intelligence (AI) platforms. This role is pivotal in helping our customers modernize securely and confidently driving mission outcomes, enhancing operational efficiency, and fueling Microsoft's growth.By applying to this position, you are being considered for multiple like career stages within our organization.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.
ResponsibilitiesWhat You will Do:Build trusted relationships with key stakeholders across information technology (IT) and business functions.Understand customer missions, industry context, and strategic priorities.Orchestrate cross-functional teams and partners to deliver end-to-end solutions.Own pipeline and forecast accuracy, driving workload penetration and territory growth.Sales Execution Engage in strategic conversations with defense industry customers to explore how Microsoft Cloud and AI solutions can drive mission-aligned digital transformation.Initiate and lead discussions across solution areas, collaborating with partners and services to shape impactful engagements.Create compelling examples of transformation through seminars, workshops, webinars, and direct customer interactions.Drive incremental revenue growth through targeted campaigns, portfolio analysis, and collaboration with marketing and account teams.Qualify and progress opportunities using Microsoft's Customer Engagement Methodology (MCEM) ensuring alignment with customer needs and readiness.Accelerate consumption and workload adoption by delivering demos, quotes, and deployment plans in partnership with technical teams and services.Translate customer business needs into prioritized solutions, articulating clear business value and outcomes.Scaling and Collaboration Partner with the broader partner ecosystem to co-sell, up-sell, and scale opportunities.Identify and onboard new partners to address capability gaps and expand solution reach.Apply Microsoft's orchestration model to align internal stakeholders and maximize customer impact across the enterprise.Technical Expertise Knowledge in Microsoft Cloud and AI platforms.Lead internal knowledge-sharing sessions and mentor peers across subsidiaries.Engage with prospective customers and partners at industry events to expand Microsoft's influence and network.Collaborate to analyze competitive offerings and position Microsoft's holistic platform advantage.Provide strategic input on competitive landscape and recommend pursuit strategies that highlight Microsoft's differentiation.Sales Excellence Leverage customer insights and industry knowledge to identify emerging opportunities and optimize portfolio performance.Participate in business planning and Rhythm of Business (ROB) reviews to align territory strategy and execution.Conduct whitespace and industry trend analysis to identify high-potential targets and build a focused pursuit list.Manage end-to-end business operations for the assigned territory, including forecasting, pipeline development, and strategic planning.Complete required training and certifications to maintain technical and industry expertise.OtherEmbody Microsoft's culture and values -respect, integrity, accountability-and foster an inclusive environment where everyone can thrive. | |