Role Description As a Sr. Solution Principal – Microsoft AI & Innovation, you will be a key presales leader responsible for shaping and selling AI-led professional services across the Microsoft ecosystem. Your remit spans the full Microsoft surface area with a heavy focus on Microsoft Agent 365 and enterprise AI strategy. - Client consulting & discovery - Align into top accounts to build relationships with senior IT and business stakeholders (CIO, CDO, CTO, CISO, Head of Modern Work, and Line-of-Business leaders). - Lead AI discovery and readiness workshops to understand current-state Microsoft estate, workplace productivity patterns, data landscape, governance maturity, and agent adoption readiness. - Assess the client’s Microsoft footprint to identify pain points and AI opportunities. - Translate business objectives into prioritized AI use cases and adoption roadmaps. - AI strategy & solution architecture - Define future-state Microsoft AI architectures. - Shape enterprise AI strategy, defining how agents are identified, owned, secured, and scaled. - Position Microsoft Agent 365 as the control plane for AI agents. - Recommend responsible-AI and Zero Trust patterns. - Craft outcome-focused solution narratives that connect AI investments to business value. - Collaborate with technical SMEs to validate feasibility, sizing, and delivery approach. - SOW creation & deal structuring - Lead the creation of professional services proposals and SOWs across the Microsoft AI portfolio. - Define scope, deliverables, assumptions, and client responsibilities. - Design deal structures that meet internal margin targets. - Work with resource management and delivery leaders to develop realistic staffing and ramp plans. - Ensure SOWs adhere to Insight’s standards and risk controls. - Sales collaboration & pipeline support - Engage with sellers to refine understanding of client needs. - Support account teams in early-stage opportunity shaping. - Represent client needs across all Insight capabilities. - Support sellers in executive presentations and proposal walkthroughs. - Participate in internal deal reviews with Insight leadership. - Partner engagement & offerings - Develop strong working relationships with Microsoft field and product teams. - Leverage Microsoft partner incentives and funding to accelerate AI opportunities. - Provide feedback into Insight’s Microsoft AI offerings based on client demand. - Governance, quality & reporting - Own solutions for assigned opportunities end-to-end. - Actively track Microsoft AI opportunities being worked. - Contribute to continuous improvement of presales artifacts. Qualifications - Minimum of 10 years in technology roles such as Solution Architect, AI/Cloud Architect, Modern Work Architect, App Development Lead, or Data & AI Architect. - Demonstrated presales or sales engineering experience for professional services. - Proven track record designing and/or delivering solutions on the Microsoft Cloud. - Hands-on familiarity with agentic AI and the emerging Microsoft agent stack. - Experience positioning AI responsibly, including governance, security, and compliance considerations. Requirements - Strong understanding of the Microsoft AI landscape across four pillars: Modern Work, Capability, Application Development, Data & AI. - Depth in enterprise AI governance and Agent 365. - Ability to assess a client’s AI maturity and propose pragmatic, phased roadmaps. - Strong understanding of clients’ IT and business decision-making process. - Financial acumen: understanding of pricing, deal economics, business case development, and ROI in the context of AI programs. - Excellent communication skills. Benefits - Full medical, dental, and vision benefits. - Bonus incentives. - Company 401(k) match. - Freedom to work from another location for up to 30 consecutive calendar days per year.

• Work with Docker’s most important customers and cross functional Docker teams to accelerate the customer’s container and AI journeys, focusing on developer workflows • Engage with customer teams and cross functional Docker teams to gather customer’s technical/business goals and challenges related to their container and AI journey. • Create and manage engagement plans that span existing products and new Docker offerings to achieve critical business goals. • Oversee “design partner” rapid prototyping engagements with Docker engineering and customer teams to validate customer-product fit for new use cases • Work with Docker teams to create/manage/deliver custom demos and content aligned to customer use cases. • Deliver high-impact enablement and best practices content to customer audiences from developer to C level. • Ability to travel up to 50% domestically and internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners. • Be a thought leader for a particular area of responsibility both internal and external to Docker, working with fellow Dockhands to create/manage/deliver content • Gather field feedback from customer teams and Docker pre and post sales teams • Coordinate with Field CTO and other Solutions Architects to prioritize/contextualize/correlate field requests into a cohesive set of prioritized requests to the product/engineering teams. • Work directly with Docker product/engineering teams on workflows and feature alignment to customer use cases prioritized by revenue impact. • Be customer zero for new functionality produced by Docker product/engineering teams • Give input on internal technical enablement and customer enablement needs, and review enablement content • Assist the sales enablement team with internal technical enablement for new products and services.

• Partners with customers, care partners, SLPs, and referral sources throughout the AAC evaluation and acquisition process • Conducts clinical consultations to assess communication needs and recommend appropriate AAC solutions • Applies consultative sales techniques to guide customer decision-making and advance opportunities through the customer journey • Collaborates with SLPs to facilitate completion of evaluations, device recommendations, and required clinical documentation • Collects, reviews, and manages required paperwork to support timely progression through the acquisition process • Builds and maintains strong professional relationships that support customer satisfaction and business growth • Maintains accurate customer records and documentation within company systems • Collaborates with cross-functional teams to ensure a consistent customer experience and resolve barriers impacting customer success • Represents Lingraphica through professional engagement, educational opportunities, conferences, and other customer-facing events as needed • Meets established performance expectations related to customer engagement, pipeline progression, documentation quality, and business outcomes • Participates in continuous learning and process improvement initiatives

Role Description The Principal AI Solutions Engineer is Toloka's most senior client-facing technical role - the trusted advisor who sits with our clients' most senior technical stakeholders (CTOs and the CTO office, VPs and Directors of ML/Engineering, research and applied-science leads) and turns their model ambitions into rigorous, defensible AI-data strategies. This is a hands-on role: you design and build the solutions that produce the data used to train and evaluate our clients' LLMs - data-generation, labeling, and evaluation pipelines. You are not training the models yourself; you build the data engine that makes them better. You pair executive-grade communication - the clarity and structure you'd expect from a top-tier strategy consultant - with a strong working understanding of how modern LLMs are trained and improved, and the engineering ability to architect and ship the solution yourself. You are not an order-taker: you diagnose the real problem, tell the client what data will actually move their model, and then build the pipeline that produces it - owning the solution end to end, including its commercial outcome. Every engagement is different. One week you might be designing evaluation pipelines for frontier foundation models, the next helping an enterprise build domain-specific reasoning datasets or synthetic data workflows. This role sits at the intersection of consulting, engineering, and AI. You'll work directly with some of the world's leading AI companies, helping shape how next-generation models are trained and evaluated. What you'll do - Executive partnership - Act as the primary technical counterpart to CTOs, VPs of Engineering, and research/engineering leadership. - Lead executive conversations using a structured, answer-first (BLUF) approach. - Manage escalations and expectations with composure and integrity. - Build long-term trusted relationships by recommending evidence-based solutions. - Data strategy & needs diagnosis - Ask excellent questions to uncover the client's real need - the "question behind the question." - Understand their model, which metrics they want to move, and how they intend to train or evaluate it. - Draw on a solid understanding of how LLMs are trained and fine-tuned to have credible conversations with their technical leaders. - Proactively propose the data that will solve their problem - with options and rationale. - Solution engineering & delivery (hands-on) - Design and build the data solutions yourself: configure data-labeling components and quality controls, develop user interfaces and AI-driven solutions, and integrate them into automated, multi-stage pipelines. - Architect and reason about complex, multi-stage solutions end to end; run experiments to prove the pipeline delivers data of the required quality and speed; iterate from MVP toward production. - Provide technical leadership during implementation, uphold reusable standards, and mentor Solution Engineers / Technical Consultants. - Commercial ownership - Own delivery end to end — timelines, quality, and scalability - and the commercial outcome: Gross Margin and Contribution Margin. - Identify and drive expansion opportunities. Qualifications - Executive communication is your superpower. - Strong understanding of modern LLM development, including pre-/post-training, fine-tuning, and evaluation methodologies. - Hands-on solution engineering experience designing complex AI solutions. - Strong Python (NumPy, Pandas), API integration, and the ability to prototype LLM-based solutions independently. - Solid software-development foundations. - Exceptional discovery and problem-framing skills. - 6+ years delivering complex AI, ML, or data projects end to end. - Ownership mindset. Nice to have - Hands-on experience training or fine-tuning LLMs and/or building agentic systems. - Advanced degree (MSc/PhD) in AI, CS, or a related field. - Experience in crowdsourcing and/or data-centric AI. Important Notice Scam Alert Regarding Fake Job Postings: It has come to our attention that an individual or group is fraudulently impersonating Toloka to post fake jobs and solicit personal information from applicants. Please be aware of the following: - Official Communication: Our recruiting team will only contact you from an official "toloka.ai" email address. - Our Process: We will never ask for your bank account details, credit card number, or any fees as part of the application or interview process. - Official Listings: All legitimate job openings are posted on our official careers page: https://toloka.ai/careers#job-list . - What to do: If you see a suspicious job posting or have been contacted by someone you suspect is a scammer, please do not provide any personal information. Instead, report the incident to us directly at security@toloka.ai .