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.
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
In this role you will be the AI Business Process Sales and Service Solution Engineer (SE) for the SME-C segment for your assigned workload and a member of the sales team that consists of Digital AI Business Process Specialists, partners and engineering.
As an AI Business Process Sales and Service Solution Engineer (SE), you will lead AI transformation engagements with a focus on Sales and Service domain expertise. Your role involves owning the technical win strategy and supporting AI Business Process Sales Specialists (SSP) by forming strong relationships with C-Suite executives, Business Decision Makers (BDMs), and Technical Decision Makers (TDMs) such as CIOs, CTOs, and IT Leaders. You will help them achieve their goals for product proficiency, roadmap, and competitive discussions to secure technical decisions.
In this role you will advance pipeline by assisting the Solution Specialist in qualifying the deal, developing the strategy and inspiring the 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.
You will develop relationships with the decision makers and 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.
This role is flexible in that you can work up to 50% from home.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Advance qualified pipeline revenue by:
- Demonstrating solution capabilities
- Addressing technical proof requirements
- Securing customer endorsement of solution design
Own the technical win strategy for each opportunity:
- Engage BDMs and TDMs to align solution vision with business priorities
- Leverage deep expertise in Dynamics 365 Sales & Service apps and Copilot Studio
Lead customer engagements:
- Facilitate envisioning workshops, whiteboard sessions, and technical demos
- Showcase capabilities across Sales, Customer Service, Contact Center, Field Service, Customer Insights, AI Agents, and Copilot Studio
Drive proof-of-concept (POC) initiatives:
- Document outcomes and map solution requirements
- Develop technical plans with migration paths, tools, milestones, and risk mitigation
Win competitive technical decisions:
- Highlight Microsoft’s AI-powered D365 value vs. competitors (Salesforce, Oracle, etc.)
- Address blockers early (e.g., compliance, privacy, security)
- Deliver architecture sessions and pilot deployments to differentiate solutions
Collaborate with Microsoft partners:
- Scale delivery through co-selling and co-innovation with FastTrack and ISVs
- Integrate partner expertise into demos, POCs, and solution builds
Ensure customer success:
- Align with CSU/Partners to define deployment plans and success metrics
- Drive early adoption of Copilot Studio and D365 AI Agents
Commit to continuous learning:
- Complete all required training and certifications
- Achieve Level 200 consultative selling and Level 400 D365 technical mastery
Share insights and best practices:
- Contribute learnings from wins/losses to the SE community
- Deliver content at readiness events and act as a technical thought leader
Support proposal development:
- Address solution architecture and competitive objections
- Assist in formalising customer proposals
Qualifications
Minimum Required Qualifications
- 5+ years technology-related sales or account management 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
- OR equivalent experience
- 5+ years technical pre-sales, technical consulting, or technology delivery, or related experience
Preferred Qualifications
- 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
- 4+ years’ experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management
- Deep Understanding of Sales and Service Dynamics 365 solutions like Sales, Customer Service, Contact Center, Customer Insights, Field Service, D365 LOB AI Agents and Low Code offerings like Copilot Studio
- Expert understanding and 1 - 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government
- Broad understanding of commercial cloud offerings, ideally including Microsoft’s Dynamics 365 offerings, including competitors and related ecosystems.
- Certifications in D365 and Power Platform relevant technologies or disciplines (MB-280 Customer Experience Analyst, MB-230 Customer Service Functional Consultant, MB-240 Field Service Functional Consultant, PL-200 Power Platform Functional Consultant)
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
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