Solution Engineer - (AI Sales & Services) at Microsoft

Overview

• The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.
• In this role you will be the Technology Specialist (pre-sales consultant) for your assigned workload and a member of the sales team that consists of Solution Specialist, Customer Success Unit, partners, and engineering.
• In this role you will advance pipeline by assisting the Solution Specialist in qualifying the deal, developing the strategy and inspiring the CxO/Business Decision Maker/Technical Decision Maker. 
• You are responsible for designing the solution and delivering an industry-aligned demonstration to the customer.
• You will engage partners for co-sell and implementation considerations, 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.
• Once the solution design is secured, you will support the Solution Specialist in finalizing the customer proposal and assisting with licensing.
• You will develop relationships with the decision makers with our customers and position yourself as a trusted advisor in your domain. As a recognized product expert, you are responsible for sharing your technical, industry knowledge and best practices with your peers.

Responsibilities

• Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer’s solution design endorsement.
• Engage with the account team to land solution envisioning sessions and business value assessments.
• Proactively deliver compelling customer centric solution demonstrations based on technical workload expertise while building Business Decision Maker/CxO/Technical Decision Maker connections.
• Address solution architecture considerations and competitive objection handling.
• Assist in formalizing the customer proposal.
• Collaborate with Partners and Customer Success to align on agreed upon deployment plan and Key Performance Indicators.
• Lead discovery sessions in each opportunity, yielding output of customer-agreed business challenges and win themes prioritized with business value.

Requirements
Required/Minimum Qualifications:

• 6+ years of technical pre-sales or technical consulting experience
  • OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience
  • OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience

Additional or preferred qualifications:

• 7+ years of technical pre-sales or technical consulting, or related experience OR equivalent experience.
• 4+ years' experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
• 7+ years of related experience:
  • CRM applications focusing on sales and service modules and processes
  • 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.
  • Successful track record of competitive displacement.
  • Ability to drive and influence stakeholders across organizational boundaries through organizational, presentation, envisioning, writing, and verbal communication skills.
  • Proven track record in prioritization and orchestration of resources for complex customer digital transformation engagements.
  • Deep understanding of:
    • Business application solutions
    • Commercial cloud offerings, ideally Microsoft’s cloud platform as well as competitive knowledge of other business applications and related ecosystems.
    • Customer facing business processes in one or more industries such as Financial Services, Manufacturing, Automotive, Oil & Gas, Utilities, Retail & Consumer Goods, Healthcare, Public Sector and Media & Communications.
    • Business value selling methodologies and practices that successfully convey the value and business outcomes
    • How to uncover customer’s stated and unstated needs and how technology can be leveraged to solve business problems.
    • High level of self-awareness, reflection, and empathy.
    • Ability to skillfully communicate, demonstrate, and prove the value of Dynamics 365 Business Applications.
    • Customer-centric mindset with demonstrated passion for delivering customer value.
    • Excel at coordinating team resources to build and deliver a compelling solution demonstration
    • Proven collaborator capable of influencing internal and external teams.
    • Excellent presentation and communications skills across various customer stakeholders, e.g., CIO, CFO, CMO, VP of Sales, etc.
    • Adept at challenging perspectives and differentiating from the competition by reframing value and exemplifying customer obsession.

Remuneration
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.