Digital Cloud Solution Architect

At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply driven by customer success. By uniting our Small Medium Business (SMB), 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 fast-paced, 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. The Digital Cloud Solution Architect role 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, industry 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 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., optimizing solutions and costs) for multiple technical solutions across technology areas to prove the proposed architecture design. Moves the customer forward from pilots to productive deployments by rooting pilots in business impact. Appropriately le