Job description

Overview Microsoft is seeking a Cloud & AI Platform (CAIP) Specialist Manager to lead and develop a team of specialists supporting strategic State, Local Government, and Education (SLED) accounts across some of the largest states in the U.S. In this role, you will help customers advance AI-led transformation and Azure growth. You will guide the team to engage business and technology decision makers through consultative, discovery-led conversations, connect customer priorities to Microsoft cloud and AI capabilities, and drive opportunities from strategy through adoption and expansion. You will work closely with account teams, technical specialists, partners, and delivery resources to deliver coordinated customer outcomes. Responsibilities • Lead, coach, and develop a team of CAIP specialists; build technical fluency, strengthen sales capabilities, and support career growth. • Set team priorities and account strategies for strategic SLED customers, aligning specialist coverage and resources to customer needs. • Lead customer conversations that uncover business priorities and shape AI-led transformation and Azure opportunities. • Guide the team in positioning Azure, Microsoft Foundry, Microsoft Fabric, and agent-based solutions to support customer modernization, AI adoption, and business outcomes. • Partner with academic medical centers and university research teams to understand their priorities and shape cloud and AI solutions that advance healthcare innovation and research. • Coach specialists through the end-to-end sales motion, from discovery and opportunity development through commitment, consumption, and expansion. • Build and manage a healthy, high-quality pipeline; improve opportunity progression, conversion, forecast accuracy, and execution discipline. • Orchestrate account teams, technical roles, partners, and delivery resources around complex customer pursuits, including healthcare and research opportunities. • Use customer and market insights to identify growth opportunities and continuously improve account planning and team execution. Qualifications Required Qualifications: • Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management • OR equivalent experience. Preferred Qualifications: • Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management • OR equivalent experience. • 6+ years solution or services sales experience. • 3+ years people management experience. • Experience working with government, higher education, or academic medical center customers. • Familiarity with SLED customer environments, purchasing processes, and business priorities. • Experience driving Azure growth, cloud modernization, or AI platform adoption. Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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

Lead, coach, and develop a team of CAIP specialists; build technical fluency, strengthen sales capabilities, and support career growth.
Set team priorities and account strategies for strategic SLED customers, aligning specialist coverage and resources to customer needs.
Lead customer conversations that uncover business priorities and shape AI-led transformation and Azure opportunities.
Guide the team in positioning Azure, Microsoft Foundry, Microsoft Fabric, and agent-based solutions to support customer modernization, AI adoption, and business outcomes.
Partner with academic medical centers and university research teams to understand their priorities and shape cloud and AI solutions that advance healthcare innovation and research.
Coach specialists through the end-to-end sales motion, from discovery and opportunity development through commitment, consumption, and expansion.
Build and manage a healthy, high-quality pipeline; improve opportunity progression, conversion, forecast accuracy, and execution discipline.
Orchestrate account teams, technical roles, partners, and delivery resources around complex customer pursuits, including healthcare and research opportunities.
Use customer and market insights to identify growth opportunities and continuously improve account planning and team execution.
6+ years solution or services sales experience.
3+ years people management experience.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Nice-to-haves

OR equivalent experience.
Experience working with government, higher education, or academic medical center customers.
Familiarity with SLED customer environments, purchasing processes, and business priorities.
Experience driving Azure growth, cloud modernization, or AI platform adoption.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Application prep

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

Keywords to mirror

aiazure

Platform: eightfold
Effort: medium