Specialist Sales Manager - Cloud & AI Platforms

Microsoft's mission is to empower every person and every organization on the planet to achieve more. The Specialist Sales Manager - Cloud & AI Platforms (CAIP) leads a highimpact team responsible for driving Azure adoption and AI-powered transformation for Majors Enterprise High Tech and Process Manufacturing customers in the Manufacturing & Mobility operating unit.

This is a quota-carrying role with direct quota accountability for performance outcomes across the territory. The manager leads a team of 10-12 quotacarrying Cloud & AI sales specialists, and is accountable for the team's execution, forecast integrity, pipeline health, and attainment across core Azure solution plays. The role is a portfolio leadership position requiring executive engagement, multiworkload strategy leadership, and crossfunctional orchestration across Account Teams, Solution Engineering, Customer Success, partners, and corporate resources.

Success requires an outcomes-first approach grounded in the core industry motions shaping High Tech and Process Manufacturing: Modernize SAP, Data + AI platform modernization, Supply Chain transformation, Product Design / Digital Engineering, Factory/Plant modernization (Intelligent Factory), and security and governance across IT/OT environments.

People Leadership & Team Performance (Quota-Carrying Team)

• Lead, coach, and develop a team of10-12 quotacarrying Cloud & AI Platform sales specialists to deliver customer outcomes and meet or exceed quota across Infrastructure, Data, AI, App Modernization, Developer, and Security.
• Establish a highperformance culture focused on accountability, disciplined execution, pipeline rigor, forecasting accuracy, and consistent deal governance tied to quota attainment.
• Drive coaching and operational cadence (pipeline reviews, deal inspections, forecast calls, business rhythm) to improve conversion, quality, and predictability.
• Set clear expectations for seller execution, including opportunity ownership, milestone hygiene, and cross-role orchestration required to drive consistent performance.

Industry Portfolio Strategy - High Tech & Process Manufacturing (Majors Enterprise)

• Own and execute an industry-specific Azure strategy across a portfolio of Majors Enterprise High Tech & Process Manufacturing customers, prioritizing the highest-impact opportunities that drive quota attainment.
• Lead the team to align customer priorities to Microsoft solution plays and translate strategy into actionable pursuits tied to measurable business outcomes.
• Drive the territory strategy around the highest-impact motions, including:
  • Modernize SAP and adjacent enterprise applications, including migration, modernization, and enterprise integration patterns.
  • Data estate modernization and AI platform adoption, including governance, analytics modernization, and scalable AI enablement.
  • Supply Chain outcomes, including visibility, agility, planning, and risk management scenarios.
  • Product Design / Digital Engineering outcomes, including engineering data platforms, simulation/HPC readiness, and digital thread enablement.Factory/Plant modernization (Intelligent Factory), including IT/OT data integration, digital twins, production optimization, quality/maintenance scenarios, edge/plant infrastructure modernization, and OT security.
  • Security, compliance, and governance expectations typical of large industrial customers.

Sales, Forecasting, and Quota Accountability

• Carry a quota and maintain direct accountability forquota attainment, forecast accuracy, and execution outcomes across the portfolio.
• Maintain accountability for forecast integrity, pipeline health, and risk management; ensure the team runs disciplined inspection and maintains accurate reporting.
• Drive opportunity identification, qualification, and closure across Azure solution plays, ensuring consistent progression, milestone hygiene, and clear close plans.
• Lead strategic deal shaping across vteams to land integrated solutions that combine cloud foundation, data, AI, application modernization, and security.

Customer & Executive Engagement

• Build trusted relationships with senior customer stakeholders (CIO/CTO/CDO/COO and business leaders across operations, supply chain, engineering, and finance) and position Microsoft as a strategic partner for transformation.
• Serve as an escalation point for complex pursuits and customer situations requiring executive presence, negotiation leadership, governance, and crosscompany alignment.
• Lead executive conversations that connect Azure capabilities to industry outcomes, accelerate decision-making, and increase close confidence.

CrossFunctional Orchestration & Partner Ecosystem

• Orchestrate execution with Account Teams, Solution Engineering, Customer Success, partners, deal desk, and other specialist teams to deliver "One Microsoft" outcomes for customers.
• Activate and leverage partners aligned to High Tech and Process Manufacturing motions to scale delivery and accelerate timetovalue.
• Ensure internal alignment across stakeholders and drive resolution of blockers that impact execution speed, customer commitments, adoption, and attainment.

Required/minimum 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.

Other Requirements

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

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:
https://careers.microsoft.com/us/en/us-corporate-pay

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.