Solution Specialist - Workforce AI

relationships, understand each customer’s productivity and transformation priorities, identify and qualify opportunities, and build the solutions and business cases that close the sale. You will do this with deep industry knowledge, strong business acumen, and by orchestrating a virtual team of technical, licensing, engineering, and partner resources across the Microsoft ecosystem. This opportunity will allow you to accelerate your career growth, deepen your business-value selling expertise, and become a trusted advisor on one of the fastest-growing categories in enterprise software. This role is flexible - you can work partly remote. 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, innovate 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. Responsibilities + Be the Workforce AI expert Lead account planning across your territory, build the business analysis to pursue opportunities, and manage the end-to-end Copilot and Agents at Work business. + Develop and own a book of business of Workforce AI opportunities, ensuring quarterly and annual sales, usage, and consumption targets are met or exceeded. + Build and grow relationships with business (BDM) and IT (ITDM) decision makers, up to CxO level - driving awareness and excitement for the value of Microsoft 365 Copilot, influencing long-term strategic direction, and understanding each customer’s budget, timeline, and buying process. + Drive consultative, value-based solution selling: run discovery, challenge customers with creative and differentiated solutions, and connect AI use cases to manufacturing business processes and measurable outcomes. + Perform ROI and TCO analysis and leverage the relevant commercial offers

and programs to build a compelling business case that accelerates negotiation and deal closure. + Orchestrate and lead a virtual team across Microsoft and the partner ecosystem (including Global Partner Solutions) to drive end-to-end value selling from discovery through deployment, ensuring an adoption plan is in place to realize customer value at scale. + Deliver results through teamwork, maintain sales hygiene with accurate forecasting and deal updates in the sales CRM, and act as a role model for Microsoft’s values. Qualifications Required Qualifications + Several years technology-related sales or account management experience + OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND several years technology-related sales or account management experience + OR equivalent experience + Professional working proficiency in German and English (written and spoken) Preferred Qualifications + Several years technology-related sales or account management experience OR Bachelor’s Degree in Information Technology, Business Administration, or related field AND experience OR Master’s Degree / MBA + Several years solution or services sales experience, ideally selling SaaS, cloud, or generative-AI solutions to enterprise customers + Proven track record of designing, value-selling, negotiating, and closing multi-million-euro cloud or AI deals + Experience selling into and engaging at the executive level within the Manufacturing industry, with an understanding of manufacturing business processes and priorities + Familiarity with Microsoft 365 Copilot, AI agents, and the modern-work / productivity landscape; competitive knowledge is a plus + Experience with structured sales methodologies (e.g., Challenger, MEDDIC, SPIN, Miller Heiman) and co-selling with partners + Design thinking, solution envisioning, and the ability to thrive amid ambiguity in a

fast-changing market In line with our Flexible Work approach, for roles at Microsoft Germany, we recommend spending at least two days per week in the office or at the customer site. Solution Area Specialists IC4 - The typical base pay range for this role across Germany is € 87,600.00 - € 130,000.00 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/v2/global/en/corporate-pay/germany-corporate-pay.html 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

Overview Are you passionate about how generative AI is redefining the way people work? Do you want to help Germany’s leading manufacturers reinvent productivity with Microsoft 365 Copilot and AI agents? If so, we are looking for you. AI is being woven into the workplace at an unprecedented scale - most knowledge workers already use AI at work today, and manufacturing leaders are looking for a path to scale it across their organizations. The Workforce AI Solution Sales team, part of Microsoft’s AI Business Solutions organization, is at the forefront of this shift, engaging enterprise manufacturing customers directly to turn Copilot and Agents at Work into measurable business outcomes. As a Solution Specialist - Workforce AI for the Manufacturing industry, you will be a senior solution sales leader selling Microsoft’s Workforce AI portfolio - Microsoft 365 Copilot and Agents at Work - to our largest enterprise manufacturing customers in Germany. You will own senior-level business, 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. (https://careers.microsoft.com/v2/global/en/accessibility.html)