Role Summary

You will play a pivotal role in driving customer adoption of AI by positioning Surface Copilot+ PCs as the front door to Microsoft’s AI capabilities, bridging cloud and on-device intelligence to unlock transformative business outcomes.

As a Surface Specialist, you will act as the Surface sales leader and technical product expert for your assigned accounts. You will drive new revenue growth across the Surface device and accessories portfolio, manage pipeline, and lead with excellence in sales execution. You will orchestrate customer engagements, influence decision makers, and collaborate across Microsoft and partner teams to solve customer challenges and help deliver digital transformation powered by Microsoft Surface and Microsoft 365.

Key Capabilities

Professional

• Strategic Thinking & Execution: Ability to shape and execute complex business and sales strategies.

• Excellent Communicator: Skilled in negotiations, presentations, and stakeholder management.

• High Performer: Consistently exceeds goals, driven, competitive.

• Collaborative: Strong team player across field, partner, and corporate teams.

• Growth Mindset: Resilient, solution-oriented, committed to learning and improvement.

• Travel: Up to 50% of travel is required.

Sales

• 5–10 years of enterprise sales experience; 3–5 years in hardware sales.

• Proven success, closing complex deals with technical requirements.

• Strong knowledge of Microsoft’s sales model and business strategy.

• Demonstrated leadership in sales execution and virtual team orchestration.

• Experience influencing C-level decision makers.

Technical Solution Leader

• AI Integration: Proven ability to position and demonstrate Microsoft AI capabilities, including Copilot, on Surface devices to solve customer business challenges.

• Cloud Trust: Understanding security, identity, privacy, Intune, and Microsoft 365.

• Technical Passion: Enthusiastic about how technology drives value.

• Breadth & Depth: Deep experience in cloud, hybrid, device architecture, and deployments.

• Community Builder: Ability to build internal and external relationships to scale impact.

• Consultative Selling: Uses a challenger mindset to bring new ideas to customer challenges.

• Technical Demos: Confident presenting product capabilities in deep technical detail.

• Leader: Inspires and mentors Microsoft and partner teams.

• Growth-Oriented: Constantly learning, failing forward, and sharing knowledge.

• Experience: 10+ years in technical pre-sales or consulting preferred.

• Education: Bachelors in CS, IT, or related field preferred.

Education & Training

• Bachelor’s degree in computer science, Information Technology, or related discipline (preferred)

• Additional training in sales, business, or marketing (preferred)

• MBA or equivalent experience (preferred)

Key Responsibilities

Sales Leadership & Execution

• Position Surface Copilot+ PCs as essential AI productivity tools, integrating Microsoft 365 Copilot and showcasing Hybrid AI scenarios.

• Be the Surface sales leader and technical product expert within the Modern Workplace team.

• Drive new revenue growth across the Surface device and accessories portfolio.

• Demonstrate excellence in pipeline management to achieve monthly forecasts.

• Compete aggressively to grow Surface market share and customer mindshare.

• Deliver technical briefings to BDMs and TDMs to showcase the Surface portfolio.

Customer Engagement

• Help customers envision AI-powered workflows enabled by Surface Copilot+ PCs and Microsoft 365 Copilot.

• Demonstrate real-world impact of AI in enhancing productivity, collaboration, and decision-making.

• Act as the customer interface and v-team orchestrator to solve business problems.

• Extending relationships beyond IT to business decision makers.

• Present business value includes use cases, ROI, and financial justification for Surface.

• Own sales opportunities from start to close, leveraging partners to scale motions.

• Leverage promotions, offers, and programs to drive sales.

• Identify and resolve technical/competitive blockers by engaging the right resources.

• Share knowledge with partners to support deployment and adoption.

• Provide feedback to marketing, engineering, and sales on product and strategy.

Technical Leadership

• Showcase Hybrid AI models that intelligently route tasks between cloud-based LLMs and on-device SLMs for optimized performance and data sovereignty.

• Lead technical presentations, demos, POCs, and workshops.

• Influence technical decision-making in complex sales opportunities.

• Extend your technical reach using Microsoft tools, AI-driven data, and social platforms.

Readiness & Thought Leadership

• Stay ahead of evolving AI trends to guide customers on responsible and strategic AI adoption.

• Continuously build your product, sales, and technical acumen.

• Participate in Microsoft communities and industry events.

• Share learnings, mentor peers, and contribute to team knowledge.

• Inspire and drive business impact through thought leadership.