AI Workforce Solution Area Sales Leader

About the Role

AI is transforming how governments, educational institutions, healthcare organizations, and software companies serve their communities, empower employees, and deliver their missions. Microsoft has a significant opportunity to help SLED (State and Local Government, Education, Academic Medical Centers, and Software Developer) customers lead this transformation through Microsoft Copilot, agents, and our broader AI platform.

We are seeking an AI Workforce Solution Area Business Leader to lead the business across the SLED market. This role involves leading an organization of sales leaders, specialists, and engineers to accelerate Microsoft Copilot and AI adoption and drive business growth. You will be responsible for setting business strategy, developing leaders and teams, driving operational excellence, orchestrating across Microsoft and our partner ecosystem, and engaging directly with senior customer executives to accelerate AI transformation.

This position requires a leader who can translate strategy into execution at scale, create clarity in a rapidly evolving AI market, and build a high-performance culture grounded in customer success, accountability, and collaboration.

Key Responsibilities

• Lead the State, Local & Higher Education AI Workforce Business
• Own the strategy and execution for the SLED AI Workforce business, with a focus on accelerating Microsoft Copilot, agents, and AI adoption.
• Drive revenue growth, market share, pipeline, forecasting, competitive wins, and customer adoption across SLG, EDU, AMCs, and Software Developers.
• Anticipate market and customer changes and translate them into clear priorities and repeatable sales motions.
• Lead and Develop a High-Performing Organization
• Lead, coach, and develop sales leaders and specialist teams, fostering clarity, accountability, and a strong culture of execution.
• Attract, develop, and retain exceptional talent, building leadership capability and succession strength.
• Create an environment where teams collaborate, innovate, learn quickly, and consistently deliver customer and business outcomes.
• Accelerate Customer AI Transformation
• Establish a compelling vision for AI Workforce transformation and position Microsoft Copilot and the broader Microsoft AI portfolio as strategic platforms for customers.
• Build trusted relationships with senior customer executives and engage directly in strategic opportunities where executive sponsorship can accelerate transformation or remove barriers.
• Help customers move from AI experimentation to scaled adoption by connecting AI investments to measurable mission, employee, and organizational outcomes.
• Orchestrate One Microsoft
• Unify account teams, solution areas, Customer Success, Engineering, Marketing, and partners to deliver a cohesive Microsoft AI strategy for SLED customers.
• Build strong partnerships across Microsoft and create repeatable mechanisms for effective collaboration and execution at scale.
• Represent the voice of SLED customers internally, influencing priorities and investments to accelerate customer success and business growth.
• Drive Execution, Compete, and Scale
• Establish disciplined operating rhythms around pipeline generation, opportunity management, forecasting, and business performance.
• Build a strong competitive culture and develop strategies to differentiate Microsoft Copilot and broader AI capabilities.
• Identify successful customer plays, partner motions, and sales practices, scaling them across the SLED organization.

Requirements & Tech Stack

• Microsoft Copilot
• Enterprise AI
• Agents
• Cloud Platforms
• Microsoft AI portfolio

Qualifications

• Significant experience in enterprise technology sales, solution sales, consulting, business development, or related customer-facing technology leadership, or equivalent experience.
• Demonstrated people leadership experience with a strong track record of developing talent and building high-performing teams.
• Experience leading significant businesses, customer segments, or sales organizations with accountability for business results.
• Experience leading complex customer engagements involving multiple stakeholders and senior decision-makers.
• Demonstrated ability to operate effectively across a large, highly-matrixed organization.
• Strong understanding of Microsoft Copilot, enterprise AI, agents, cloud platforms, and the evolving AI competitive landscape.
• Demonstrated success in developing strategy and translating it into execution at scale.
• Experience leading enterprise technology sales in complex or highly regulated markets.
• Experience working with State and Local Government, Education, healthcare, and/or other public sector customers.
• Strong executive presence with the ability to establish trusted relationships with C-level executives, government leaders, and senior institutional decision-makers.
• Proven ability to influence across organizational boundaries and mobilize teams without direct authority.
• Strong business and financial acumen with experience using data, pipeline, and customer insights to drive investment and prioritization decisions.
• Demonstrated ability to create clarity in ambiguous environments, develop leaders, and build cultures of accountability, inclusion, and high performance.