Cloud & AI Sales Specialist - Digital Natives

Microsoft · Sydney

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The Digital Natives Specialist Seller drives Microsoft Azure and AI platform growth across a portfolio of Digital Native customers, including high-growth technology companies, SaaS providers, digital-first organisations, and startups.

In this role, you will partner with business and technology leaders to help customers innovate, modernise applications and infrastructure, unlock the value of their data, and build AI-powered solutions on Microsoft Cloud. You will own the end-to-end sales cycle, from identifying opportunities and building pipeline through to deal execution and customer adoption.

Success in this role requires a combination of consultative selling, cloud platform expertise, business acumen, and the ability to engage executives, technical stakeholders, and partners to deliver measurable business outcomes.

• Own the full sales cycle for Azure and AI opportunities, from opportunity creation and qualification through to close and handoff.
• Develop and execute account and territory plans that drive customer adoption of Azure, AI, Data, Analytics, and Cloud Platform solutions.
• Build trusted relationships with business and technology decision-makers, positioning Microsoft as a strategic cloud and AI partner.
• Lead customer conversations focused on AI transformation, application modernisation, data platform innovation, and cloud adoption.
• Drive customer adoption of Microsoft Azure, Azure AI, Fabric, Data & Analytics, and cloud-native application solutions.
• Build and maintain a healthy pipeline, deliver accurate forecasting, and consistently achieve sales and consumption targets.
• Coordinate cross-functional teams including Account Executives, Solution Engineering, Cloud Solution Architects, Customer Success, and Partners to accelerate customer success.
• Create compelling business cases and value propositions that connect technology investments to business outcomes.
• Facilitate proof-of-concepts, pilot programs, and strategic engagements that advance customer transformation initiatives.
• Stay current on emerging cloud, AI, and digital innovation trends to bring relevant insights to customer conversations.

Required Qualifications

• 7 years+ experience in cloud sales, technology sales, solution sales, technical pre-sales, consulting or business development roles.
• Demonstrated success achieving sales, revenue, or business growth targets in a complex technology or cloud-based environment.
• Experience engaging and influencing both business and technical stakeholders, including executive-level decision makers.
• Understanding of cloud platforms, AI, data, analytics, application modernisation, or related technology solutions.
• Proven ability to manage opportunities through the full sales lifecycle, including pipeline development, deal management, forecasting, and customer engagement.

Preferred Qualifications

• Experience working with Digital Native, SaaS, ISV, technology, startup or other high-growth organisations.
• Knowledge of cloud migration, AI transformation, data platform modernisation, or developer ecosystems.
• Experience selling consumption-based, platform, cloud, or recurring revenue solutions.Microsoft Azure, AI, cloud, or related industry certifications.
• Background in technical pre-sales, solution consulting, cloud architecture, or technology advisory roles.

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.

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