Solution Engineering

Responsibilities

Executive Summary

• Maintain expert-level knowledge in Dynamics 365 Sales, Customer Insihgts, Customer Service, Field Service, Contact Center, Power Platform, and AI-powered productivity solutions, and apply it to lead technical engagements with customers.
• Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer’s solution design endorsement
• 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.
• Embody our culture and values

Build Strategy

• Builds competitive knowledge, documents compete patterns, and shares within the community to drive change and escalations for competitive selling strategies. Acts as a subject matter expert on a particular competition. Delivers competitive knowledge back to product and engineering teams.
• Works with local account and marketing teams to shape strategic win and customer success plans and tailors to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Where applicable, builds consumption plans with moderately complex requirements in coordination with Partner and Industry Solutions Delivery teams after customer sign-off.
• Proactively develops strategic cross-workload/subsidiary and account level responses to specific market threats by identifying market patterns and delivering feedback to business group on trends and needs.

Scale Customer Engagements

• Leverages knowledge of resources (e.g., roles, Innovation Hub (former MTC), demo sites, virtual sites, Value Based Delivery (VBD), Customer Success Unit (CSU) and proactively engages product teams (e.g., engineering group) to remediate escalated technical blockers by conveying impact and anticipating and addressing future potential blockers based on needs.
• Leads and ensures complex technical wins (e.g., cross-workload, cross-team, cross-geo, subsidiary-level impact) by establishing rules of engagement (e.g., role boundaries, handoff strategies), coaching others (e.g., technical sellers, customer teams), leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Ensures alignment of Microsoft technologies with future sector standards and requirements by working with industry boards and driving customer case studies and references.
• Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team and helping lead sales strategy.
• Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.

Solution Design and Proof

• Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Leverages partner/customer teams as needed to prove capabilities and programmatic framework for re-use by the business.
• Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor. Delivers assets that can be leveraged by others in the business.
• Applies advanced sales methodologies (e.g., challenger sales & business value selling) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology.

Leverage Partner Ecosystem

• Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., customer teams) and developing deep partner relationships.
• Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.

Qualifications

• 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
• OR equivalent experience.

• 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:
  • Solution pre-sales for CRM 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 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.