AI Workforce Solution Area Sales Leader

Overview

AI is fundamentally changing how governments, educational institutions, healthcare organizations and software companies serve their communities, empower employees and deliver their missions. Microsoft has a significant opportunity to help SLED customers lead this transformation through Microsoft Copilot, agents and our broader AI platform.

We are looking for an AI Workforce Solution Area Business Leader to lead the business across SLED, including State and Local Government (SLG), Education (EDU), Academic Medical Centers (AMCs), and Software Developer customers.

As the AI Workforce Solution Area Business Leader, you will lead an organization of sales leaders, specialists, and engineers responsible for accelerating Microsoft Copilot and AI adoption and delivering business growth across the SLED market. You will set business strategy, develop leaders and teams, drive operational excellence, orchestrate across Microsoft and our partner ecosystem, and engage directly with senior customer executives to accelerate AI transformation.

This role requires a leader who can translate strategy into execution at scale, create clarity in a rapidly evolving AI market, and build a high-performance culture grounded in customer success, accountability and collaboration.

Responsibilities

• Lead the State, Local & Higher Eduction AI Workforce Business
• Own the strategy and execution for the SLED AI Workforce business, with particular focus on accelerating Microsoft Copilot, agents and AI adoption. Drive revenue growth, market share, pipeline, forecasting, competitive wins and customer adoption across SLG, EDU, AMCs and Software Developers. Anticipate market and customer changes and translate them into clear priorities and repeatable sales motions.
• Lead and Develop a High-Performing Organization
• Lead, coach and develop sales leaders and specialist teams, creating clarity, accountability and a strong culture of execution. Attract, develop and retain exceptional talent while building leadership capability and succession strength across the organization. Create an environment where teams collaborate, innovate, learn quickly and consistently deliver customer and business outcomes.
• Accelerate Customer AI Transformation
• Establish a compelling vision for AI Workforce transformation and position Microsoft Copilot and the broader Microsoft AI portfolio as strategic platforms for our customers. Build trusted relationships with senior customer executives and engage directly in strategic opportunities where executive sponsorship can accelerate transformation or remove barriers. Help customers move from AI experimentation to scaled adoption by connecting AI investments to measurable mission, employee and organizational outcomes.
• Orchestrate One Microsoft
• Bring together account teams, solution areas, Customer Success, Engineering, Marketing and partners to deliver a unified Microsoft AI strategy for SLED customers. Build strong partnerships across Microsoft and create repeatable mechanisms that enable teams to collaborate and execute effectively at scale. Represent the voice of SLED customers internally, influencing priorities and investments that accelerate customer success and business growth.
• Drive Execution, Compete and Scale
• Establish disciplined operating rhythms around pipeline generation, opportunity management, forecasting and business performance. Build a strong competitive culture and develop strategies that differentiate Microsoft Copilot and our broader AI capabilities. Identify successful customer plays, partner motions and sales practices and scale them across the SLED organization.

Qualifications

• Required Qualifications
• Significant experience in enterprise technology sales, solution sales, consulting, business development or related customer-facing technology leadership, or equivalent experience.
• Demonstrated people leadership experience with a strong track record of developing talent and building high-performing teams.
• Experience leading significant businesses, customer segments or sales organizations with accountability for business results.
• Experience leading complex customer engagements involving multiple stakeholders and senior decision makers.
• Demonstrated ability to operate effectively across a large, highly matrixed organization.
• Strong understanding of Microsoft Copilot, enterprise AI, agents, cloud platforms and the evolving AI competitive landscape.
• Demonstrated success developing strategy and translating it into execution at scale.
• Experience leading enterprise technology sales in complex or highly regulated markets.
• Experience working with State and Local Government, Education, healthcare and/or other public sector customers.
• Strong executive presence with the ability to establish trusted relationships with C-level executives, government leaders and senior institutional decision makers.
• Proven ability to influence across organizational boundaries and mobilize teams without direct authority.
• Strong business and financial acumen with experience using data, pipeline and customer insights to drive investment and prioritization decisions.
• Demonstrated ability to create clarity in ambiguous environments, develop leaders and build cultures of accountability, inclusion and high performance.

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.

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.