Solution Specialist – AI Workforce

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Are you passionate about the future of work, energized by the transformative power of AI, and ready to help organizations reimagine productivity at scale? If so, we invite you to join Microsoft Brazil as a Solution Specialist – AI Workforce. In this role, you’ll be at the forefront of helping enterprise customers embrace the AI-powered workplace, empowering their people and unlocking new levels of performance and innovation.

Microsoft is leading the way in redefining how work gets done through AI. With solutions like Microsoft 365 Copilot, Copilot Studio, Copilot Chat, Teams, Windows 365, and our Frontline Worker offerings, we’re enabling organizations to build an AI-native workforce. As a Solution Specialist – AI Workforce, you’ll help customers navigate this shift—guiding them through the adoption of intelligent agents, orchestrating AI transformation strategies, and driving measurable business outcomes.

This role offers a unique opportunity to elevate your career while driving transformative outcomes for customers. You’ll sharpen your business acumen and solution-selling expertise by engaging directly with senior decision-makers to shape their AI strategy. As a trusted advisor, you’ll influence key technical and business decisions, architect secure and scalable solutions, and accelerate the deployment of AI-powered agents and applications across the enterprise. Ultimately, you’ll help customers modernize their operations, unlock new revenue streams, and realize the full value of Microsoft’s AI Workforce portfolio.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, pioneer new ways to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
  
• 4+ years solution or services sales experience.
• Fluency in Brazilian Portuguese and English.

Additional or preferred qualifications

• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ 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 8+ years experience in technology-related sales or account management OR equivalent experience.
• Solid understanding of Microsoft 365 productivity and collaboration solutions, including Microsoft 365 Copilot, Teams, and Microsoft 365 core workloads.
• Familiarity with AI trends and Generative AI concepts, with the ability to translate innovation into business value.

Customer Engagement

• Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Participates in strategy development for driving and closing moderately complex, significant value opportunities. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area.
• Drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan. Reviews and translates customer and partner feedback to establish recovery action plans. Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.

Sales & Pipeline Management

• Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation. Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain. Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy. Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
• Engages in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes Leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals

Sales Strategy

• Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Partners across teams to propose solutions and strategies that align with customer business objectives. Identifies and addresses gaps, driving market engagement and sales execution.
• Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services. Leverages established strategies and participates in conversations with customers to distinguish Microsoft’s offerings in the competitive landscape. Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.
• Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Evaluates and disseminates market intelligence, trends, and insights across the team. Leverages established market analysis approach to ensure alignment with strategic directives and market trends.
• Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities. Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success. Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.