Overview
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, 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, high-performing, 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.
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
As a Partner Solution Sales professional focused on the AI Workforce solution area (Microsoft 365 Core, Microsoft 365 Business Premium, Microsoft 365 Copilot and agents, and Windows 365) for the SMB segment in Brazil, you will drive opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating at scale across a portfolio of high-performing Cloud Solution Provider (CSP) partners: resellers, distributors and telcos.
You will develop and execute a Partner Solution Area Sales Plan with your assigned partners, driving co-sell to achieve the quarterly AI Workforce Field Revenue Accountability (FRA) for the SMB business, leading partners' commercial performance and carrying the Frontier Transformation narrative (Copilot and agents) to partner sellers and SMB customers. You will act as a trusted advisor and business leader between Microsoft and your partners, sharpening your consultative selling through MCEM training. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring. The role is hybrid, based in São Paulo, with up to approximately 25% travel within Brazil [confirm travel %].
Our Culture
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
- Own the AI Workforce pipeline with assigned SMB partners, leverage investments and incentives to drive pipeline velocity, and be accountable for AI Workforce revenue forecasts across your partner portfolio.
- Drive Frontier Transformation and revenue growth by accelerating reseller-led Copilot and agent motions: new customer acquisition (GCA) by positioning Microsoft 365 Copilot as the default attach and converting on-premises and competitive customers to Microsoft 365 Core and Copilot, and Net Paid Seat Adds (NPSA) through AI-led penetration and upsell on EA/CSP renewals, mid-term deals and Free-to-Paid conversions.
- Drive CSP growth and partner co-sell: land and execute sales plans by Solution Unit with pinned partners (aligned to the Win Formula, included in the Partner Business Plan), leverage propensity data (Cloud Ascent, ASPX), and run a predictable sales rhythm (RoB) with partners, including planning with Vendor Digital Sales (VDS) on deals above 300 seats.
- Lead sales execution excellence on top deals: co-sell top deals with each pinned partner and VDS, drive disciplined MCEM execution and velocity in Stages 2–3, remove commercial blockers and competitive challenges, and keep opportunity data current in MSX (Microsoft Seller Experience).
- Coach partners on the value of Microsoft AI Workforce solution plays and their sales levers (Reach, Frequency and Yield); ensure partners leverage Level Up and Titan sales-readiness programs; attach programs and incentives to at least 70% of owned or engaged opportunities; and achieve 40% of won/completed opportunity value through co-sell with pinned partners.
- Act as the in-market SMB AI Workforce subject-matter expert (licensing, offers, promotions, SKUs, Distributor and Reseller earnings) and as Customer Zero for agentic AI, embedding Copilot and agents in your daily work and partner deliverables.
Qualifications
Required/minimum qualifications
- Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
- This role requires proficiency in written, reading, and conversational Brazilian Portuguese and English. Spanish is a plus.
- 5+ years relevant sales experience with Information Technology products/services.
Additional or preferred qualifications
- Bachelor's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
- Experience selling Microsoft 365, Microsoft 365 Copilot or comparable modern work / AI productivity solutions through the Cloud Solution Provider (CSP) channel (resellers, distributors or telcos) in Brazil.
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, read more about requesting accommodations.
