Senior Specialist - AI Workforce

Come drive Frontier Transformation with one of the world's largest energy companies. In the AI Workforce team at Microsoft Netherlands, we help organizations become Frontier Firms: companies where people and AI agents work side by side and every employee can put AI to work. You will lead that transformation for one global customer, end to end, and see your impact at global scale. As a Senior AI Workforce Specialist you will be dedicated to a single global oil and gas customer and own the AI Workforce sales strategy for this account end to end: from executive conversations about what AI means for a workforce spanning engineering, trading, corporate functions and frontline operations, to qualifying, orchestrating and closing complex, high-value opportunities – and making sure adoption and value follow the deal. You will take the customer from Microsoft 365 Copilot for every employee and Copilot Cowork for long-running agentic work to Microsoft 365 E7 – the Frontier Suite – as the secure, trusted platform, with Copilot Studio and Agent 365 to build and govern agents at scale. As trusted advisor to the customer's senior stakeholders, you will work as part of a global account team across multiple countries and time zones, alongside Microsoft's account, customer success, industry and partner teams, in a sector where safety, security, compliance and the energy transition shape every decision. You will deepen your expertise in agentic AI and AI governance, hone your executive storytelling and negotiation skills, and become adept at structuring consumption- and outcome-based agreements, using Copilot, Cowork and agents in your own work every day. This role is flexible in that you can work up to 50% from home; the other half you will spend with the customer and the account team on site or in our Schiphol office. Occasional International travel to customer locations is part of the role. 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.

You will lead the multi-year AI Workforce strategy for the account, engaging senior stakeholders and decision makers across IT, business, legal and HR to align their AI transformation vision with business priorities and turn it into a roadmap and customer success plan they own. You will lead whitespace analysis across the customer's regions, functions and business units, using AI-driven insights on propensity, usage, consumption and renewals to prioritize opportunities, bring energy-industry trends into the account plan and differentiate Microsoft from competing AI platforms. You will qualify, structure, negotiate and close complex, high-value deals – Microsoft 365 E7 suite transitions, Copilot expansion and consumption-based commitments for Cowork and agents – following Microsoft's sales frameworks, with seamless handoffs across the account team, customer success, delivery teams and partners. You will own the sales and consumption pipeline for the account, lead pipeline and forecast reviews with senior sales leadership, coach peers on pipeline hygiene, and monitor adoption trends to intervene early, drive expansion and secure predictable renewals. You will move the customer from pilots to production: build value- and ROI-based business cases, deliver executive briefings and agent-building workshops, grow champion networks, and land Microsoft investment programs that convert into measurable business value. You will tailor the strategy to the customer's security priorities and integrate security into every engagement – from personal assistants to role- and process-based agents – with a governance narrative across identity, security and