Digital Solution Area Specialists, Cloud & AI

## About the role Develop deep business acumen by aligning cloud strategies with customer transformation goals and success metrics, and by participating in immersive learning experiences. Build future-ready capabilities through certifications, hands-on workshops, and continuous learning in cloud and AI technologies. ## Lead Customer Engagements * Act as the Cloud & AI sales lead, guiding customers through cloud transformation across infrastructure, data, and AI platforms. * Address business and technical needs with demos, whiteboarding, and solution storytelling. ## Own and Convert Pipeline * Manage forecast and pipeline from early-stage to close. * Use tools like Industry Account Plans (IAP), Landing Experience Plans (LXP), and checklists to execute territory planning and strategies and drive revenue. ## Orchestrate Across Teams * Partner with Account Executives, Solution Engineers, Cloud Solution Architects, and partners to co-sell, validate solutions, and ensure successful deployment through the Cloud & AI Marketplace. ## Accelerate Decisions * Engage decision-makers with clear business cases using Cloud & AI Pricing Calculator, ROI, and TCO tools. * Scope proofs of concept and lead customers from commitment to consumption. ## Inspire and Influence * Bring technical fluency and inclusive leadership to virtual teams. * Solve challenges with expertise in virtualization, cloud-native tech, data modernization, and AI. ## Requirements * Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience * OR 6+ years of technology-related sales or account management experience * Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience * OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience * OR 8+ years of technology-related sales or account management experience * 3+ years of solution sales or consulting services sales experience ## What we offer * Digital Solution Area Specialists IC4 - The typical base pay range for this role across the U.S. is USD $40.96 - $80.96 per hour. * There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $60.96 - $86.11 per hour. * Certain roles may be eligible for benefits and other compensation.