AI Business Process Solution Engineer

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.

The mission of an AI Business Process Solution Engineer within Microsoft Elevate is to help our customers (Non-Profit & EDU)  digitally transform their operations, create new and engaging ways to serve them, and to transform the way in which their business runs to drive new levels of profitability for their organization. With the power of AI, our solutions enable customers to leverage data insights, automate processes, personalize experiences, and innovate with agility. 

As a Solution Engineer, you will work closely with sales teams to understand the customer's needs, goals, and challenges, and showcase how Dynamics 365 Power Platform and AI Agents / Copilot can help them in their transformation. You will also provide reassurance throughout the sales cycle, ensuring that the proposed solution meets the customer's requirements and expectations. By combining your technical knowledge, communication skills, and customer focus, you will be able to inspire and influence customers to choose Microsoft AI Business Solutions. 

You will embrace a growth mindset and learn from feedback, coaching, and mentoring. You will be encouraged to share your authentic self and bring your unique perspectives and ideas to the table.

By aligning Microsoft’s AI Business Solutions with each customer’s unique subindustry context, you will demonstrate how our technologies can drive operational efficiency, enhance customer engagement, and unlock new revenue streams. Your ability to translate industry trends into actionable solution strategies will be key to building trust with business and technical decision-makers and securing long-term customer success. 

You will collaborate with SI partners early in the sales cycle to scale technical engagements—such as demos, whiteboarding sessions, and POCs—supporting customers effectively.

You will be responsible for increasing D365 & PP revenue by generating new pipeline creation, increased deal velocity and competitive share capture by supporting SSP in addressing technical proof needs.

Responsibilities

Executive Summary

• Maintain expert-level knowledge in Dynamics 365 Customer Engagement, Power Platform, and AI-powered 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.

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, demo 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.
• 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.
• Owns 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 CE expertise to secure technical decisions.
• Orchestrates customer envisioning workshops, whiteboard design sessions, and compelling technical demos across Dynamics 365 CE, Copilot Studio, AI Agents.
• Leads 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.
• Showcases Microsoft’s unique value in AI-powered business process D365 solutions to win technical decisions against major competitors. 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.
• Leverages the Microsoft partner ecosystem to enhance and scale solution delivery from early stages to assist with complex demos, POCs, and solution builds, ensuring their industry or domain expertise complements the sales strategy. Orchestrate co-selling and co-innovation with partners (including FastTrack, and ISV providers).
• Works closely with the Customer Success Unit (CSU) and deployment teams 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.

Qualifications

Required/Minimum Qualifications

• Master's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience
• OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 7+ years technical pre-sales or technical consulting experience
• OR 7+ years technical pre-sales or technical consulting experience
• Solution pre-sales for CE business applications and/or SaaS-based company or similar technology

Additional or Preferred Qualifications (PQs)

• 5-7+ years of related experience:
• 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.
• 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, COO
• Adept at challenging perspectives and differentiating from the competition by reframing value and exemplifying customer obsession.

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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