Digital Solution Specialist - Cloud & AI (Azure)

Drive the Azure business 

• Drive the Azure and AI solution sales cycle across your accounts, from qualification through to close, in a joint plan agreed with the Account Executive who owns and orchestrates the territory.
• Accelerate, grow and develop pipeline against quarterly targets for Azure Consumed Revenue (ACR), new workload adoption and AI deployment, with a forecast your management and the account team can rely on.
• Contribute to territory and portfolio planning and rhythm-of-business reviews, bringing the Azure point of view on where the growth is and which customers to prioritise.
• Add your own demand generation on top of what the account team and marketing create, through personal campaigns, portfolio analysis and social selling, so the pipeline keeps growing from more than one source. 

Engage customers and lead the solution 

• Act as the primary Azure and AI expert for your customers, leading technical and value-based conversations from the first meeting through to implementation.
• Diagnose customer challenges, identify modernisation and AI opportunities, and shape solution architectures on the Microsoft Cloud.
• Lead envisioning sessions, workshops and proofs of concept that demonstrate business impact, and use seminars and webinars to scale your reach across the market.
• Build trusted-advisor relationships with CIOs, CTOs, heads of data and AI, care innovation leads and board-level decision makers, and articulate the business value of everything you propose. 

Bring the technology to life 

• Land secure, scalable solutions across Azure AI services, Azure OpenAI, data platform, infrastructure, analytics, application modernisation and cloud-native architectures.
• Help customers adopt Microsoft AI solutions, GitHub Copilot, agent-based solutions and frontier AI scenarios where they fit.
• Provide thought leadership on responsible AI, governance and data security, in line with Microsoft's principles.
• Guide customers from experimentation to production-grade AI and Azure environments. Supporting them with roadmaps, governance frameworks and value tracking. 

How the team works together 

You are the Azure specialist in a team that plans and wins together. The Account Executive owns and orchestrates the territory; you drive the Cloud and AI business within it. Pipeline is a shared responsibility, built jointly and worked jointly, and the strongest specialists are the ones who make that partnership productive. Three relationships matter most. 

• The Account Executive owns the customer relationship, the account plan and the orchestration of the territory, and is equally responsible for generating pipeline. You build the plan for Azure growth together, agree the priority accounts and the path to target, and review progress in a regular rhythm rather than at quarter end.
• Solution Engineers are your closest partner on technical depth, architecture and proof. You bring them in early and shape the technical win together rather than handing work over.
• Peer Solution Specialists across the other solution areas are how you widen the footprint. You share signal, cross-sell into each other's opportunities and pull each other's deals forward.
• Partners, Customer Success and the wider virtual team are how you scale. You co-sell with the ecosystem, orchestrate the right experts at the right moment, and clear the blockers that slow deployment down.
• Bring the voice of the customer back inside: field insight from you shapes our go-to-market approach and our product roadmap. 

What we expect from you 

You bring energy and initiative to a team that is set up to support you. Plans are made together with the Account Executive and the wider virtual team, and once the plan is set we expect you to drive your part of it with real conviction: chasing the opportunities you agreed to chase, keeping deals moving, and looking for the next wave of pipeline while the current one is still in flight. 

That means planning to overachieve rather than planning to land exactly on target, qualifying honestly, and raising risks early enough that the team can still do something about them. Pipeline is created together, but nobody grows an account for you: the specialists who do best here are the ones who keep adding to what the team has built rather than waiting for it to arrive. 

The people who thrive here are pro-active, commercially curious, good teammates and comfortable being accountable for a number. If that description fits, you will enjoy both the freedom and the support this role gives you. 

Required 

• Proven sales success and business acumen, with a track record of consistently exceeding targets.
• Solid demonstratable experience in cloud technologies, data platforms, AI or machine learning, and application modernisation.
• Demonstrated ability to lead technical sales cycles and influence senior decision makers.
• Working understanding of the AI model lifecycle, responsible AI and data governance.
• Excellent communication and collaboration skills, with the ability to simplify complex technical topics and to work effectively as part of a virtual team.
• Professional fluency in English and Dutch, spoken and written.

Preferred 

• Experience with Azure infrastructure, AI and data services, or industry cloud platforms. 

• Exposure to Microsoft 365 Copilot, GitHub Copilot and agent-based AI workloads. 

• Experience working with healthcare, care, non-profit or other public-purpose organisations. 

• Experience selling remotely or in a digital sales team, and understanding of partner ecosystems and how to use partner solutions to meet customer needs. 

• A degree in computer science, information technology, business administration or a related field, or equivalent practical experience.