Job description

Overview Microsoft's mission is to empower every person and every organization on the planet to achieve more — and the AI era is rewriting what "more" can mean. As enterprises evolve into Frontier Firms where people and AI agents work side by side, our partner ecosystem is the engine that turns that ambition into deployed, revenue-generating reality at scale. We are looking for a Partner Solution Specialist (PSS) for our Customer AI & Applications Platform (CAIP) business in the Corporate segment. CAIP spans the workloads at the heart of AI transformation — Azure AI and applied AI, the cloud-native application platform, and the data and app-innovation services that customers build their intelligent applications on. In this role you will work, coach, and develop a team of Partners and Microsoft sellers, setting the strategy and execution rhythm that drives Azure Consumed Revenue (ACR), a healthy and accelerating pipeline, and consistent execution excellence through a successful Co-Sell execution with PIN partners. Your team will orchestrate across MCEM stages 2–3, ensuring partners leverage Microsoft programs, incentives, and solution plays to deliver customer outcomes. This is a sales role: your impact is measured by how you multiply the performance of Microsft Sales Teams and your partner ecosystem to deliver customer outcomes at scale across the US market. This role operates in a flexible work environment and may require travel to engage your team and partners. Responsibilities Sales • Lead, inspire, and influence a team of Partners, driving the CAIP revenue forecast, and accountability for ACR growth across your portfolio of partners. • Set a clear CAIP go-to-market strategy and co-sell execution, translating Microsoft's AI and application-platform priorities into an executable plan our field sales team and partners can run. • Drive a disciplined sales execution cadence — pipeline reviews and forecasting — and remove partner commercial and compete blockers so top deals close. • Build and sustain a high-performance, inclusive team culture grounded in a growth mindset, customer obsession, and One Microsoft collaboration. Coaching & Talent Development • Coach specialists on solution-area expertise, partner engagement, and value-based selling, raising the capability and consistency of the team. • Own hiring, onboarding, performance management, and career development; build a deep bench and a pipeline of future leaders. • Model and reinforce a culture of continuous skilling as AI and the application platform rapidly evolve. Partner Ecosystem Engagement • Set the PIN partner strategy for the CAIP solution area — prioritizing the partners, and co-sell motions that drive the greatest customer impact and consumption at scale. • Guide the team to deepen partner practices, accelerate partner-led and co-sell pipeline, and grow Microsoft's share of wallet within strategic partners. • Champion partner-to-partner collaboration to extend reach and bring complete solutions to customers. Revenue Accountability & Execution (ACR, pipeline, execution excellence) • Own ACR, influence pipeline health, and own pipeline velocity for CAIP across the Corporate segment, ensuring coverage that sustainably exceeds revenue and consumption targets. • Drive the utilization of partner led investments / programs and incentives to move opportunities through the funnel and close pipeline / milestones. • Use data and business insight to identify gaps, reallocate effort, and deliver predictable month-over-month and quarter-over-quarter results. Cross-Team Orchestration • Orchestrate across account teams, solution specialists, marketing, and partner teams to create demand, align on top opportunities, and execute as One Microsoft. • Represent the voice of partners and the field, providing feedback that shapes CAIP plays, offers, and go-to-market campaigns. Qualifications Required/minimum qualifications Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience. Additional or preferred qualifications Doctorate AND 3+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience. Partner Solution Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: careers.microsoft.com 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.

Requirements

Must-haves

This is a sales role: your impact is measured by how you multiply the performance of Microsft Sales Teams and your partner ecosystem to deliver customer outcomes at scale across the US market.
This role operates in a flexible work environment and may require travel to engage your team and partners.
Lead, inspire, and influence a team of Partners, driving the CAIP revenue forecast, and accountability for ACR growth across your portfolio of partners.
Set a clear CAIP go-to-market strategy and co-sell execution, translating Microsoft's AI and application-platform priorities into an executable plan our field sales team and partners can run.
Drive a disciplined sales execution cadence — pipeline reviews and forecasting — and remove partner commercial and compete blockers so top deals close.
Build and sustain a high-performance, inclusive team culture grounded in a growth mindset, customer obsession, and One Microsoft collaboration.
Coaching & Talent Development
Coach specialists on solution-area expertise, partner engagement, and value-based selling, raising the capability and consistency of the team.
Own hiring, onboarding, performance management, and career development; build a deep bench and a pipeline of future leaders.
Model and reinforce a culture of continuous skilling as AI and the application platform rapidly evolve.
Partner Ecosystem Engagement
Set the PIN partner strategy for the CAIP solution area — prioritizing the partners, and co-sell motions that drive the greatest customer impact and consumption at scale.
Guide the team to deepen partner practices, accelerate partner-led and co-sell pipeline, and grow Microsoft's share of wallet within strategic partners.
Champion partner-to-partner collaboration to extend reach and bring complete solutions to customers.
Revenue Accountability & Execution (ACR, pipeline, execution excellence)
Own ACR, influence pipeline health, and own pipeline velocity for CAIP across the Corporate segment, ensuring coverage that sustainably exceeds revenue and consumption targets.
Drive the utilization of partner led investments / programs and incentives to move opportunities through the funnel and close pipeline / milestones.
Use data and business insight to identify gaps, reallocate effort, and deliver predictable month-over-month and quarter-over-quarter results.
Cross-Team Orchestration
Orchestrate across account teams, solution specialists, marketing, and partner teams to create demand, align on top opportunities, and execute as One Microsoft.
Represent the voice of partners and the field, providing feedback that shapes CAIP plays, offers, and go-to-market campaigns.
Required/minimum qualifications
Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.

Nice-to-haves

Additional or preferred qualifications

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

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