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

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.

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