Digital Cloud Solution Architect

At Small Medium Enterprises and Channel (SME&C), we are leading a rapidly-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 constantly-evolving, 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 Digital Cloud Solution Architect 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.

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.

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, competitor 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 competitior 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