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About the Role

Empower organizations to transform how they work by harnessing the full potential of artificial intelligence. Guide customers through the evolving digital landscape, enabling them to unlock new opportunities, enhance productivity, and deliver exceptional employee and customer experiences. Integrate advanced AI capabilities across devices, cloud platforms, and everyday business applications to realize seamless, innovative, and secure solutions that drive sustained growth and success in the AI era.

Responsibilities

Acts as the voice of the customer (VOC) by driving new feedback, blockers, insights, and resources across territories.
Represents the customer to product teams to shape products and services by providing insights across the territory.
Captures core customer compete knowledge across solution areas and delivers back to product and engineering teams.
Provides strategic, technical, and partner input based on Microsoft capability to contribute to strategy development.
Works with account teams to shape strategic customer win strategy and tailor unique Microsoft value messaging.
Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products.
Uses knowledge of customer context, cross-solution, or portfolio expertise, and technical and market/industry knowledge to build credibility with customers.
Leverages knowledge of programs and investments and proactively engages with engineering, product, and support teams to remediate blockers.
Helps ensure consistency and quality of engagements through adherence of standards and best practices.
Utilizes common sales and delivery methodology for the Microsoft sales organization to identify and engage customers in new opportunities.
Actively seeks and incorporates feedback on customer impact to increase capabilities.
Proactively helps to maximize impact of customer engagements by executing on solutions to blockers.
Engages with customer technical and business decision makers, and identifying customer needs and issues proactively through technical discovery.
Leads and ensures customer needs are met by showcasing suitable Microsoft solutions anchored in insights and business value.
Influences customer technical buy-in.
Utilizes rules of engagement and leverages knowledge of processes, tools, and programs.
Searches for customer references to use in engagements.
Engages in partner sell-with scenarios by acting as liaison between the partner and team and shares visibility on partner resources and processes.
Supports the development and maintenance of relationships with pre-sale team and partners.
Self-identifies and selects top 5 to 10 go-to partners on proactive and early engagement in opportunities.
Presents, applies, and customizes architecture patterns to partners or customers or businesses and drives cross-workload support for Microsoft Solutions.
Applies and customizes existing demonstration assets.
Demonstrates and oversees demonstrations of solutions based on multiple Microsoft products through early stage engagements.
Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards.
Monitors and responds to internal and external tech community posts, attends community calls, sessions, hackathon, etc., and acts as a mentor for their technology area.
Contributes and participates in Customer Executive Briefing Center sessions.
Shares best practices internally on community calls and drives recognition of Microsoft cloud solutions through presentations and engagements with external audiences.
Conducts group training or one-to-many events or leverages existing scale enablement programs to present and educate customers and colleagues on the capabilities and benefits across Microsoft solutions/products.
Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
Builds their own readiness plan and proactively identifies learning gaps.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 4+ years technical pre-sales or technical consulting experience OR equivalent experience.
Bachelor's Degree in Computer Science, Information Technology, Engineering or related field AND 8+ years technical pre-sales or technical consulting experience OR equivalent experience.
4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
Certification in relevant (Microsoft or industry) technologies or disciplines (e.g., Microsoft Office 365; Power BI; Azure Administrator, Architecture, and Development exams; Cloud Platform Technologies; Information Security; Architecture).

Skills

AI transformation
ERP domain expertise
Technical win strategy
C-Suite executive engagement
Business Decision Maker (BDM) engagement
Technical Decision Maker (TDM) engagement
Product proficiency
Roadmap discussions
Competitive analysis
POC orchestration and execution
Vision workshops
Whiteboarding sessions
Technical demonstrations
D365 F&SC
Copilot Studio
LOB AI Agents
Partner collaboration
Sales cycle engagement
Enterprise-wide adoption
Microsoft differentiation
One Microsoft narrative
Migration and replacement technical plans
Copilot and AI Agents compliance, privacy, and security
SI partner collaboration
Technical engagements
D365 F&SC revenue generation
Pipeline creation
Deal velocity
Competitive share capture
Technical proof needs
Customer feedback analysis
Customer compete knowledge
Strategy development
Customer win strategy
Microsoft value messaging
Customer usage promotion
Cross-solution expertise
Portfolio expertise
Market/industry knowledge
Program and investment leverage
Engineering, product, and support team engagement
Standards and best practices adherence
Sales and delivery methodology
Customer needs identification
Customer issues identification
Technical discovery
Microsoft solutions showcasing
Business value articulation
Rules of engagement
Processes, tools, and programs knowledge
Partner sell-with scenarios
Partner resource and process visibility
Pre-sale team and partner relationship development
Go-to partner identification
Architecture patterns
Cross-workload support
Demonstration customization
Proof of concept (POC) sessions
Integration into customer environment
Tech community engagement
Mentorship
Customer Executive Briefing Center participation
Best practice sharing
External audience presentations
Group training
One-to-many events
Customer and colleague education
Domain knowledge growth
Architecture knowledge expansion
Readiness plan development
Learning gap identification

Location

U.S.

Work Type

Full-time

Experience Level

4+ years technical pre-sales or technical consulting experience
8+ years technical pre-sales or technical consulting experience
4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

Education Level

Bachelor's Degree in Computer Science, Information Technology, Engineering or related field
Certification in relevant (Microsoft or industry) technologies or disciplines

Salary/Compensations

USD $106,400 - $203,600 per year (U.S. typical base pay range)
USD $137,600 - $222,600 per year (San Francisco Bay area and New York City metropolitan area base pay range)

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

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.

Equal Opportunity

Microsoft is an equal opportunity employer.
All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.
If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.