Our purpose is to empower organizations to transform the way they work by harnessing the full potential of artificial intelligence. We guide customers through the evolving digital landscape, enabling them to unlock new opportunities, enhance productivity, and deliver exceptional employee and customer experiences. By integrating advanced AI capabilities across devices, cloud platforms, and everyday business applications, we help organizations realize seamless, innovative, and secure solutions that drive sustained growth and success in the AI era.
Job Purpose - In this role you will be the AI Business Process Sales and Service Solution Engineer (SE) for the Majors Growth segment for your assigned workload and a member of the sales team that consists of Digital Executive Sales (DES) Specialist, Customer Success Unit (CSU), partners and engineering to drive adoption of D365 solutions across Majors Growth segment.
As an AI Business Process Sales and Service Solution Engineer (SE), you will own the technical win strategy and lead AI transformation engagements with Sales and Service domain expertise. You will support AI Business Process DES Specialists by engaging with and forming strong relationships with C-Suite executives, Business Decision Makers (BDMs), and Technical Decision Makers (TDMs) like CIO, CTO, and IT Leaders to help them achieve their goals for product proficiency, roadmap, and compete discussions to secure technical decisions. You will orchestrate and execute POCs, envision workshops, whiteboarding sessions, and conduct technical demonstrations to showcase the business value of D365 Sales, D365 Customer Service, D365 Contact Center, D365 Field Service, Copilot Studio, and LOB AI Agents offerings.
In this role, y ou will be responsible for increasing Sales and Service revenues by generating new pipeline creation, increased deal velocity and competitive share capture by supporting DES Specialists in addressing technical proof needs. You are responsible for designing the solution and delivering an industry-aligned demonstration to the customer.
You will engage partners for co-sell to scale technical engagements—such as demos, whiteboarding sessions, and POCs, engineering to assist with emerging technologies and Customer Success Unit for deal support. The demo will focus on solving the technical proof requirements while highlighting our business value and competitive differentiators and should result in securing the customer’s solution design endorsement.
This role is flexible in that you can work (up to 100%) from home.
Qualifications
- Bachelor's Degree in Computer Science, Information Technology, or related field of technical pre-sales or technical consulting experience
- Solution pre-sales for business applications and/or SaaS-based company or similar technology.
- Solution pre-sales of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members.
- Solutions pre-sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, value-based selling, identifying, and expanding product opportunities
Responsibilities
- Own the technical win strategyfor each opportunity. Engage with Business Decision Makers (BDMs) and Technical Decision Makers (TDMs) to translate their priorities and goals to solution vision by addressing business challenges, prioritized with business value and by leveraging deepDynamics 365 Sales & Service applications (Sales, Customer Service, Contact Center, Field Service, Customer Insights, and LOB AI Agents) and Copilot Studio expertise to secure technical decision.
- Orchestrate customerenvisioning workshops, whiteboard design sessions, and compelling technical demos across Dynamics 365 Sales & Service applications (Sales, Customer Service, Contact Center, Field Service, Customer Insights), Copilot Studio, AI Agents.
- Lead proof-of-Concept engagementsfor high-priority scenarios, documenting POC outcomes and mapping customer solution requirements. Translate these findings into detailed technical plans – including migration pathways to D365, recommended migration tools – with clear milestones and risk mitigation strategies, captured in aTechnical Close Planfor seamless hand-off to SI partners.
- Showcase Microsoft’s unique valuein AI-powered business process D365 solutions to win technical decisions against major competitors (e.g. Salesforce, Oracle, IFS, ServiceNow, Amazon Connect). Anticipate and address technical blockers – such as AI-related compliance, privacy, or security concerns – early in the sales process, developing mitigation plans that instill confidence in D365 solutions. Drive proof-based differentiation (architecture design sessions, pilot deployments) to highlight how Dynamics 365 meets customer needs better than the competition, ultimatelyimproving win ratesand displacing incumbent solutions.
- Leverage theMicrosoft partner ecosystemto enhance and scale solution delivery from early stages to assist with complex demos, POCs, and solution builds, ensuring their industry or domain expertise complements the sales strategy.Orchestrate co-sellingand co-innovation with partners (including FastTrack, and ISV providers).
- Work closely with the Customer Success Unit (CSU) and deployment teams to ensure customers realize value from their Dynamics 365 investments.Secure a clear deployment planfor every deal, including agreed success metrics and adoption milestones. Drive early adoption of high-value,consumption-based featureslike Copilot Studio and Dynamics 365 AI Agents by capturing usage intent during pre-sales and incorporating it into the Technical Close Plan.
- Commit to ongoing career development to maintainexpert-level product knowledgeand strategic sales skills. Complete 100% of required training and certifications by the designated deadlines, demonstrating a willingness to grow and adapt with Microsoft’s innovations. Achieve at leastLevel 200 proficiency in consultative sellingapproaches andLevel 400 mastery of Dynamics 365 solutions for key workloads (Sales, Service, Field Service, etc.), enabling you to fluently bridge executive business discussions and deep technical dialogues.
- Proactively share your insights from wins/losses with broader SE community to scale best practices and learnings.
- Acts as a technical thought leader by sharing best practices (e.g., architecture deep dives) and regularly delivering content at readiness events (e.g., Field Advisory Board, Community Calls). Provides insight into how to identify and win opportunities to increase D365 solutions understanding and capabilities.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Industry leading healthcare
Educational resources
Discounts on products and services
Savings and investments
Maternity and paternity leave
Generous time away
Giving programs
Opportunities to network and connect
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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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