POSITION DETAILS: Position Title: Microsoft Data & AI Solutions Lead Reports to (POSITION): Divisional Director, Cloud Sales Team: Cloud Sales Department: Vendor Solutions Grade (If Applicable): PURPOSE OF JOB: (OVERALL DESCRIPTION OF THE POST WITHIN THE TEAM AND ORGANISATION) The Data & AI Solutions Lead plays a pivotal role in driving adoption and revenue growth for Microsoft Copilot, Microsoft Fabric, and Azure AI & Data solutions. This role is focused on driving new business by partnering with Account Directors and technical teams to identify whitespace opportunities, influence strategic deals, and provide deep product expertise. The specialist will act as a trusted advisor, enabling customers to realize business value through Microsoft’s Data & AI portfolio. KEY RESPONSIBILITIES: Act as a subject matter expert and overlay sales lead for Microsoft Copilot, Fabric, and Azure AI & Data solutions Partner with direct sales to co-develop and execute go-to-market strategies within existing accounts Identify and qualify whitespace opportunities and influence pipeline development across multiple territories. Deliver compelling customer presentations, demos, and workshops that articulate business value and technical capabilities. Collaborate with pre-sales engineers and solution architects to shape solution proposals and ensure technical feasibility. Support sales cycles by aligning Microsoft Data & AI solutions to customer needs and strategic initiatives. Maintain deep knowledge of Microsoft’s AI and data platform roadmap, competitive landscape, and industry trends. Track and report on overlay sales performance, pipeline influence, and customer engagement metrics. Provide feedback to product and marketing teams to improve messaging, enablement, and solution offerings. INDIVIDUAL RESPONSIBILITIES: Demonstrate strong collaboration and influence skills across sales, marketing, and technical teams. Stay updated on the latest Azure data and AI technologies and best practices. Proactively identify opportunities to enhance skills and knowledge. Proactively share insights, best practices, and success stories across the sales organization Represent the company at industry events, webinars, and customer briefings. WIDER TEAM NETWORK (WHICH TEAMS WILL THE POSITION WORK WITH DIRECTLY AND WHO WILL THEY RELATE TO EXTERNALLY) Internal Sales, Pre-sales, Marketing, Vendor Solutions, and Customer Success External Clients, Vendors and Partners QUALIFICATIONS, EXPERIENCE, & SKILLS: (DELETE AS REQUIRED IF ESSENTIAL OR DESIRABLE, REMOVE UNNECESSARY REQUIRENENTs) Educational Qualifications: None ESSENTIAL OR DESIRABLE Professional Qualifications Microsoft certifications in Azure AI, Data, or Copilot DESIRABLE Years of Experience 5 years in technology sales, with at least 2 years in an overlay or specialist role ESSENTIAL Other Requirements Proven success in influencing enterprise sales cycles and driving adoption of Microsoft Data & AI solutions ESSENTIAL Strong communication, presentation, and stakeholder management skills. ESSENTIAL Familiarity with Microsoft Copilot, Fabric, Azure Synapse, Azure OpenAI, and related services ESSENTIAL CORE Competencies & SKILLS – BASED ON POSITION AND GRADE (IF APPLICABLE) (INCLUDE CORE COMPETENCIES & SKILLS REQUIRED FOR THIS POSITION BASED ON THE GRADE) Strategic thinking and ability to align technology to business outcomes Deep understanding of Microsoft’s Data & AI ecosystem Ability to influence without authority and drive cross-functional collaboration Strong storytelling and value-based selling capabilities Experience working in matrixed sales environments. MEASURES & GOALS (HOW WILL THE SUCCESS OF THE PERSON IN THIS POSITION BE MEASURED – WHAT ARE THE EXPECTED OUTPUTS) OBJECTIVE MEASURE FREQUENCY