Digital Solution Specialists Manager

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.

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

1. 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

1. 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

1. 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

1. 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

1. 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

• 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

• Strong knowledge of: Azure / Cloud platforms, AI / Data solutions, Security / Modern Work (depending on org)
• Ability to translate technical solutions into business outcomes

• 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

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.