Digital Native Senior Specialist - Cloud & AI

The Digital Native Senior Specialist - Cloud & AI is responsible for accelerating growth across high-potential Digital Native, AI-first, SaaS, and technology companies by driving adoption of Microsoft's Cloud and AI platform. This role partners with executive and technical decision makers to identify, qualify, prioritize, and close strategic opportunities that enable customer innovation, business growth, and AI transformation.

Responsibilities

Lead strategic conversations with founders, executives, CTOs, engineering leaders, and technical stakeholders to identify growth opportunities and accelerate cloud and AI adoption; Align customer business objectives, product roadmaps, and innovation priorities with Microsoft's Cloud and AI solutions; Serve as a trusted advisor guiding customers through AI transformation, application modernization, data platform evolution, and cloud-native development; Develop executive relationships that establish Microsoft as a strategic growth partner; Identify customer needs, remove adoption barriers, and drive successful deployment of Microsoft technologies; Incorporate security, compliance, and responsible AI principles into customer engagements; Drive qualified Cloud and AI opportunity creation, progression, and closure across Digital Native accounts; Maintain forecasting rigor and pipeline discipline; Leverage customer usage, consumption, and adoption signals to identify expansion opportunities and growth risks; Partner with Customer Success and delivery organizations to accelerate workload deployment and value realization; Drive Azure consumption growth, workload expansion, customer retention, and long-term platform adoption; Utilize data-driven insights and sales analytics to prioritize opportunities and improve forecasting accuracy; Conduct whitespace analysis and market assessments to identify emerging business opportunities and expansion strategies; Analyze industry trends, startup ecosystem dynamics, competitive activity, and customer growth signals; Develop Cloud and AI growth plans aligned to customer business models, innovation priorities, and technical roadmaps; Help customers modernize applications, scale AI capabilities, optimize infrastructure, and accelerate product innovation; Identify opportunities across Azure AI, Data & Analytics, Developer Tools, Infrastructure, Security, and Application Platform solutions; Differentiate Microsoft's end-to-end Cloud and AI platform through business value conversations and technical leadership; Build and activate strategic partner relationships that accelerate customer success and platform adoption; Drive co-sell motions with partners, system integrators, investors, startup ecosystems, and industry influencers; Collaborate cross-functionally with sales, engineering, customer success, and partner teams; Represent Microsoft as a Cloud and AI thought leader within the Digital Native ecosystem

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience; Authorization to work in the United States that does not now or in the future require employer sponsorship (position not eligible for visa sponsorship)

Nice to have

Master's Degree in Business Administration (MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management; Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management; 4+ years solution or services sales experience; 6+ years of technology sales, account management, business development, or solution sales experience; Experience selling cloud, AI, data, developer, infrastructure, or application platform solutions; Understanding of cloud-native architectures, modern software development, AI application development, Kubernetes, data platforms, and hyperscale cloud services; Proven ability to influence executive and technical stakeholders across complex customer organizations; Strong collaboration, communication, and strategic account planning skills; Demonstrated success driving cloud consumption, platform adoption, and customer growth outcomes