Solution Area Specialists- Cloud & AI

Customer Engagement Engage account teams to align the customer's AI transformation vision with institutional business priorities and success objectives, ensuring every opportunity has a clearly articulated AI intent. Act as a trusted advisor and subject matter expert, leading insight-driven conversations tied to the customer's most important priorities. Embed security and responsible AI principles into customer interactions and opportunity pursuits to maintain trust, compliance, and sovereignty alignment. Build enduring relationships with partners (SIs, ISVs) and activate co-sell strategies that drive partner attach across the opportunity lifecycle. Build deep technical and consultative expertise, achieving and maintaining the required Cloud & AI certifications to sustain technical credibility with customers. Required Bachelor's Degree in Computer Science, Information Technology, Business Administration, or Information Security, AND 6+ years of technology-related sales or account management experience; OR equivalent experience. Master's Degree (MBA, Information Technology, Information Security, or related field) AND 8+ years of technology-related sales or account management experience; OR Bachelor's Degree AND 12+ years of technology-related sales or account management experience; OR equivalent experience. 6+ years of solution or services sales experience. Experience selling cloud and AI modernization solutions into education, research, or public sector customers. Experience shaping large, multi-year cloud consumption commitments and orchestrating complex deals across sales, technical, delivery, and partner teams. Understanding of education sector priorities including student success, research acceleration, institutional modernization, and responsible AI.