Overview
About the role
We are witnessing a transformational era for the Australian public sector. Frontier AI and cloud have moved out of pilots and into production, giving government, health, and education teams practical new ways to deliver for citizens. Services can be faster, more accessible, and available to people they couldn't reach before. These gains matter most in exactly the conditions the sector faces today: tight budgets and rising demand, where doing more with the same resources has direct value.
The Cloud & AI Specialist is the link between what a public sector organisation is trying to achieve and what Microsoft Azure and Frontier AI can deliver for it.
No two days look the same. You might be problem-solving how the pieces of the Cloud & AI stack fit together, managing your pipeline, or upskilling on a new Azure service. Most days you'll be working with colleagues across Microsoft and your v-team to design creative customer solutions and shape a vision for how customers can use Azure and frontier AI to transform their operations, their services, and their people.
You'll lead strategic conversations with senior business and technology leaders, listening for their challenges and priorities and translating them into actionable strategies powered by Microsoft Azure. As a trusted advisor, you'll connect business objectives, market trends, and AI innovation to the decisions that move customers forward, using consultative selling and executive storytelling to take customers from problem to roadmap to measurable outcomes.
You'll own your pipeline and know the rhythms of the public sector — its funding and buying cycles and the forces shaping it — so you can position Microsoft where it fits the mission and the moment. You'll build relationships across decision-makers, spot whitespace, and work closely with Account Teams, the Customer Success Unit (CSU), Industry Solutions Delivery (ISD), and Enterprise Partner Solutions (EPS) to make Microsoft the partner of choice for AI-powered transformation.
Who we're looking for
This role isn't defined by a single career path. We want someone eager to learn, genuinely passionate about technology, and able to share that energy with customers — someone with a sales-trained, consultative mindset and the curiosity to keep growing across the Cloud & AI stack. Whether you're a seasoned enterprise seller, a storyteller with a vision for the digital future, or an engineer ready for a sea change, we want to hear from you.
Responsibilities
-
Build trusted relationships with senior business and technology decision-makers across public sector organisations.
-
Lead strategic customer conversations to identify and accelerate Cloud & AI opportunities.
-
Help customers translate business priorities into transformation strategies powered by Azure and AI.
-
Create compelling business cases, value propositions and executive-level presentations.
-
Develop and execute account plans that drive customer outcomes and business growth.
-
Identify new opportunities through industry insights, customer engagement and market analysis.
-
Collaborate across Microsoft teams and partner ecosystems to deliver innovative customer solutions.
-
Drive pipeline growth, opportunity progression and forecasting accuracy.
Position Microsoft Azure, AI, data and security solutions to address complex customer challenges.
Guide customers through digital transformation initiatives and long-term technology roadmaps.
Stay current with emerging AI, cloud and industry trends and bring relevant insights to customer discussions.
Contribute to a culture of collaboration, innovation and customer success.
Qualifications
Required Experience
-
6+ years' experience in technology sales, business development, consulting, account management or solution sales.
-
Experience engaging and influencing senior business and technology stakeholders.
-
Demonstrated success developing and executing sales strategies that deliver measurable business outcomes.
-
Strong consultative selling, opportunity management and customer engagement skills.
-
Ability to communicate complex business and technology concepts to executive audiences.
Preferred Experience
-
Experience selling or supporting Cloud, AI, Data, Security or Azure-based solutions.
-
Experience developing business cases, transformation strategies and technology roadmaps.
-
Understanding of enterprise sales environments and complex stakeholder landscapes.
-
Strong knowledge of Microsoft Cloud, Azure, AI or related technologies.
-
Bachelor's degree in Business, Technology, Computer Science or a related discipline.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.
