About the role
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. 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 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 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.
