Digital Native Senior Specialist, Cloud & AI

The Digital Native Senior Specialist - Cloud & AI  is responsible for accelerating growth across high-potential Digital Native, AI-first, SaaS, and technology companies by driving adoption of Microsoft's Cloud and AI platform. This role partners with executive and technical decision makers to identify, qualify, prioritize, and close strategic opportunities that enable customer innovation, business growth, and AI transformation.  The role leverages market intelligence, whitespace analysis, ecosystem insights, and customer signals to uncover new opportunities and align Microsoft solutions with customer priorities. As a trusted advisor, the specialist helps customers build, modernize, and scale AI-powered applications and cloud-native platforms using Microsoft technologies.  Success requires deep collaboration across account teams, customer success, Global Partner Solutions, engineering, and industry organizations to accelerate customer outcomes, increase Azure consumption, and position Microsoft as the cloud platform of choice for the next generation of technology innovators.  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.

Customer Engagement & AI Transformation  Lead strategic conversations with founders, executives, CTOs, engineering leaders, and technical stakeholders to identify growth opportunities and accelerate cloud and AI adoption.  Align customer business objectives, product roadmaps, and innovation priorities with Microsoft's Cloud and AI solutions.  Serve as a trusted advisor guiding customers through AI transformation, application modernization, data platform evolution, and cloud-native development.  Develop executive relationships that establish Microsoft as a strategic growth partner.  Identify customer needs, remove adoption barriers, and drive successful deployment of Microsoft technologies.  Incorporate security, compliance, and responsible AI principles into customer engagements to maintain trust and accelerate business outcomes.  Sales & Pipeline Management  Drive qualified Cloud and AI opportunity creation, progression, and closure across Digital Native accounts.  Maintain forecasting rigor and pipeline discipline to ensure predictable business performance and sales execution.  Leverage customer usage, consumption, and adoption signals to identify expansion opportunities and growth risks.  Partner with Customer Success and delivery organizations to accelerate workload deployment and value realization.  Drive Azure consumption growth, workload expansion, customer retention, and long-term platform adoption.  Utilize data-driven insights and sales analytics to prioritize opportunities and improve forecasting accuracy.  Cloud & AI Growth Strategy  Conduct whitespace analysis and market assessments to identify emerging business opportunities and expansion strategies.  Analyze industry trends, startup ecosystem dynamics, competitive activity, and customer growth signals to shape account strategies.  Develop Cloud and AI growth plans aligned to customer business models, innovation priorities, and technical roadmaps.  Help customers modernize applications, scale AI capabilities, optimize infrastructure, and accelerate product innovation using Microsoft technologies.  Identify opportunities across Azure AI, Data & Analytics, Developer Tools, Infrastructure, Security, and Application Platform solutions.  Differentiate Microsoft's end-to-end Cloud and AI platform through business value conversations and technical leadership.  Partner & Ecosystem Leadership  Build and activate strategic partner relationships that