About the role
Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof
requirements, and securing the customer's solution design endorsement. Own the technical win strategy for 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 deep Dynamics 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 customer envisioning 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 engagements for 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 a Technical Close Plan for seamless hand-off to SI partners. 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, ultimately improving win rates and displacing incumbent solutions. Orchestrate co-selling and co-innovation with partners (including FastTrack, and ISV providers). Work closely with the Customer Success Unit (CSU)/Partners to ensure customers realize value from their Dynamics 365 investments. Secure a clear deployment plan for every deal, including agreed success metrics and adoption milestones. Drive early adoption of high-value, consumption-based features like 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 professional development to maintain expert-level product knowledge and strategic sales skills. Achieve at least Level 200 proficiency in consultative selling approaches and Level 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. Address solution architecture considerations and competitive objection handling. Assist in formalizing the customer proposal. 6+ years technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years of technical pre-sales or technical consulting experience OR Master's Degree in Computer Science, Information Technology, or related field AND 5+ years of technical pre-sales or technical consulting experience OR equivalent experience 6+ years technical pre-sales, technical consulting, or technology delivery, or 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 6+ years' experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management
