Overview
The Digital Solution Specialist Manager leads a team of solution sellers focused on driving cloud, data & AI, and security transformation for customers.
The role is accountable for:
- Driving sales execution and pipeline growth
- Leading a high-performing specialist team
- Orchestrating partner-led and customer-centric solutions
- Delivering Azure / Microsoft Cloud consumption and revenue targets
The manager is responsible for both business performance and people development, while aligning with Microsoft's strategic priorities around digital transformation.
Responsibilities
1) People Management & Leadership
- Lead, coach, and develop a team of Digital Solution Specialists
- Drive performance through model, coach, care framework
- Build a high-performance culture with accountability and collaboration.
- Develop team capabilities across solution selling, cloud expertise, and stakeholder engagement
2) Sales Strategy & Execution
- Own end-to-end territory performance (pipeline, revenue, ACR/consumption)
- Set strategy for: Opportunity creation, Pipeline coverage, Market expansion (whitespace opportunities).
- Lead pipeline reviews and forecasting with senior stakeholders
- Ensure team execution against quotas and business targets
3) Customer & Partner Engagement
- Lead team in engaging senior business and IT decision-makers
- Drive digital transformation conversations (Cloud, AI, Data, Security)
- Build strong partnerships with: Account teams (ATU), Customer Success Units (CSU), Global Partner Solutions (GPS).
- Accelerate deals through partner co-sell and ecosystem orchestration
4) Solution Sales & Business Value Selling
- Guide team to: Identify customer business needs, Align Microsoft solutions to business outcomes, Position competitive value vs AWS/GCP
- Ensure strong articulation of: Business impact, ROI and transformation value
- Drive pipeline maturation and deal closure discipline
5) Team Orchestration & Deal Leadership
- Lead cross-functional teams to: Qualify and close complex deals, Execute solution plays (Azure, Data & AI, Security, Modern Work)
- Coach team on: Deal strategy, Close plans, Risk mitigation
6) Operational Excellence
- Maintain forecast accuracy and pipeline hygiene
- Drive consistency in: CRM/MSX usage, Sales cadence (ROB), KPI tracking
- Use insights and analytics to improve performance and identify growth areas.
Qualifications
Experience
- 8 years in: Cloud sales / solution sales, Enterprise or SMB commercial sales
- Proven people management experience (team leadership). 4+ years of experience.
- Experience working with partners and co-sell models
Technical / Business Expertise
- Strong knowledge of: Azure / Cloud platforms, AI / Data solutions, Security / Modern Work (depending on org)
- Ability to translate technical solutions into business outcomes
Leadership Capabilities
- Strategic thinking and territory planning
- Executive communication (VP / C-level engagement)
- Coaching and talent development
Success Metrics:
- Pipeline creation and conversion. QPC, CPC.
- Revenue / Azure consumption growth
- Forecast accuracy
- Partner attach rate
- Team performance and retention
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.
