Digital Cloud Solution Architect

At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem,we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
This role is part of Global SMB segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft. Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.

**Responsibilities**:
**Sales Customer Engagements**
- Proactively engages with and reaches out to customer technical decision makers

and influencers proactively and independently. Utilizes information on customer
business, industry, needs, competitive landscape and key priorities to support
customer's digital transformation, challenge them when necessary, and position
the customer to deliver architectures. Keeps up to date with customer
information, industry and market trends, and compliance regulations.
- Uses knowledge of customer context, cross-solution or portfolio expertise, and

deep technical and market/industry knowledge to build credibility with customers
individually or at scale.
- Leads and ensures technical wins for core and adjacent technologies by leading

technical discussions with customers and establishing rules of engagement (e.g.,
role boundaries, handoff strategies) for extended teams, leveraging knowledge of
processes (e.g., Managed Service Provider, co-sell Partners), tools, and programs
(e.g., FastTrack, End Customer Investment Funds).Searches for customer
references to use in engagements.
- Leverages knowledge of resources (e.g., roles, Microsoft Technology Center,

demo sites, virtual sites) with limited managerial support and proactively engages
product and support teams (e.g., engineering) to remediate blockers by
conveying impact.
- Understands team resources and supports efforts to maximize the impact of

customer engagements through capacity planning, prioritization, capabilities
assessment, and utilization of resources. Receives instructions to prioritize
resources and works to maximize selling time to achieve scorecard objectives and
subsidiary strategy as directed.
Scale & Collaboration
- Captures core competitive knowledge across solution areas and delivers back to

product and engineering teams to enhance team capabilities and develop
compete strategies.
- Applies and customizes existing demonstration assets. Demonstrates and

oversees demonstrations (e.g., Architectural Design Sessions, Proof of Concept
sessions) of solutions based on multiple Microsoft products through initial
engagements.
- Monitors and analyzes action plans to promote customer usage of key/prioritized

Microsoft solutions/products that support customer’s business outcomes.
Identifies opportunities to promote usage.
- Applies the orchestration model to proactively drive deal closure by identifying

and aligning internal stakeholders and leveraging and expanding relationships
with partners.
**Architecture Design and Deployment**
- Receives and synthesizes data about customer/partner business and technical

requirements, addresses them with technical architecture(s), and demonstrates
and proves the capability and value of those solutions through design
collaboration sessions with the customer/partner.
- Drives pilots, proof of concept (POC), and value (e.g., optimizing solutions and

costs) for multiple technical solutions across technology areas to prove the
proposed architecture design. Moves the customer forward from pilots to
productive deployments by rooting pilots in business impact. Appropriately
leverages growth levers (e.g., Azure Credit Offer [ACO]) to ensure successful
adoption of POCs.
- Leads customer/partner projects that implement technical architecture(s).

Provides thought leadership for technical architecture design, development, and
deployment and supports the customer/partner throughout pre-sales and/or
implementation.
- Identifies, escalates, and works to resolve technical blockers (e.g., changing

configurations, sample coding) to accelerate architecture implementations, and
routes non-technical issues for removal by appropriate pa