• Develop and manage a qualified pipeline of mid-market and enterprise clients within targeted industries • Lead outreach and relationship-building across 50–100 target accounts, leveraging your industry network and insights • Work closely with AIS marketing, solution leaders, and delivery teams to shape go-to-market strategies • Identify and qualify opportunities across AIS’s core offerings: Cloud Infrastructure & Managed Services (Azure, M365, Data, SOC), AI & Intelligent Solutions, GenAI-powered business applications and copilots, AI-driven automation and analytics platforms, Voice AI and conversational solutions, Product Engineering (MVPs, platforms, innovation builds), Microsoft Licensing (CSP) + Services Bundles • Collaborate with Microsoft field teams where applicable to drive co-sell alignment (optional, not mandatory) • Conduct client discovery, orchestrate solutioning discussions, and coordinate proposal development • Maintain pipeline discipline, forecasting accuracy, and CRM hygiene • Serve as the voice of the customer, sharing insights to shape AIS offerings and go-to-market priorities • Engage prospects through outbound efforts, events, social selling, and tailored messaging