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Sanjay
Soni
Director - Global Cloud and AI Platform GTM Technical Sales Enablement
Microsoft
Sanjay is a global Cloud and AI go-to-market, technical sales enablement, and workforce transformation leader with 20+ years at Microsoft. Over nine years, he has built programs enabling 4,000+ technical sellers and 1,000+ partners worldwide. A Microsoft Gold Club winner, Sanjay drove $3B+ in revenue impact through Technical Sales Enablement Experiences, while increasing competitive win rates by 20 percentage points and reducing AI platform sales cycles by 21 days. He also cut new-hire ramp time by 33% and increased quota attainment by 15%. In 2026, Sanjay received the Frontier AI Innovation Award for launching four AI agents for technical sellers using OpenAI and Anthropic models. He is an accomplished speaker at industry conferences and CXO engagements and is passionate about AI, innovation, diversity, and transforming how people work.
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20 January 2027 15:45 - 16:15
Hiring for an AI-first sales team: What actually matters now
AI has already automated away roughly a third of the manual prospecting and admin work reps used to fill their day with. Most sales teams are still hiring for the job that used to be, screening for skills AI has already absorbed, while missing the ones that actually matter now. The old checklist, strong communicator, resilient, coachable, isn't wrong. It's just incomplete. The reps winning right now are the ones handling what AI can't: reading a room, catching nuance, knowing when the AI-generated answer is flat-out wrong. This keynote makes the case that enablement needs a seat at the hiring table, not just the onboarding one, and lays out exactly which skills just became non-negotiable.