Solution Area Specialist

Sales Execution & Pipeline Own and drive the end-to-end sales cycle for AI Workforce solutions across an assigned territory or set of strategic accounts — from demand generation and qualification through technical win, commercial close, and expansion. Build and maintain a healthy, accurate pipeline (3-4x coverage); forecast with rigor and keep opportunity records, next steps, and close plans current in the CRM. Lead consultative, outcome-based discovery to uncover high-value use cases where agents and Copilot can automate work, augment employees, and unlock productivity. Orchestrate the extended v-team (account executives, technical specialists, partners, customer success, and engineering) to advance and close opportunities. Serve as the subject-matter expert on the AI Workforce vision: human-agent collaboration, agent orchestration, Copilot extensibility, responsible AI, and the ROI of digital labor. Design solution proposals and business cases that map customer pain points to AI Workforce capabilities and quantifiable value (cost-to-serve, cycle-time, employee experience, revenue). Lead compelling executive briefings, demos, workshops, and proofs of value; tailor the narrative from the C-suite (strategy and ROI) to practitioners (architecture and adoption). Address security, compliance, data-governance, and responsible-AI concerns as a core part of the sales motion. Build durable, trusted-advisor relationships with senior business and technical decision-makers, including line-of-business leaders driving workforce transformation. Develop and land account and territory strategies in partnership with the core account team; identify white space and drive net-new and expansion motions. Represent the customer's voice internally, channeling market and product feedback to engineering and product teams. Act as a force multiplier: coach and mentor less-experienced specialists, share winning plays, and contribute reusable assets (demos, value models, objection handling). Lead or contribute to community-of-practice initiatives, enablement sessions, and go-to-market readiness for new AI Workforce offerings. Influence sales strategy and motion design based on field learnings; pilot and scale new plays. Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience. 6+ years of technology-related sales, solution/specialist sales, or business-development experience; OR a Bachelor's degree in Business, Computer Science, Engineering, or a related field and 4+ years of relevant experience; OR equivalent demonstrated experience. Proven track record of consistently meeting or exceeding quota on complex, solution-oriented enterprise deals. Experience selling or delivering AI, cloud, SaaS, automation, or productivity/collaboration solutions to enterprise customers. Demonstrated ability to run a full sales cycle independently across multiple stakeholders and long sales motions. Hands-on familiarity with generative AI, agents/agentic workflows, Copilot, Copilot Studio, low-code automation, or comparable AI platforms. Experience articulating and quantifying business value (ROI/TCO) for AI or digital-transformation initiatives. Grasp of enterprise concerns around data governance, security, compliance, and responsible AI. Experience orchestrating extended virtual teams and co-selling with partners. Executive presence with the ability to influence and negotiate at the C-level. Relevant industry certifications (e.g., AI, cloud platform, or solution-specific).