Solution Engineering - AIBS

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. Collaborate with the sales team to understand customer requirements and provide technical expertise during the presales process. Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions). Design, develop, and demonstrate CRM Sales, Service and Marketing propositions using Dynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 Customer Insights and associated Copilots (AI) Provide technical support and troubleshooting for Dynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 Customer Insights during the presales phase. Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture. Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities. Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area. 6+ years of technical pre-sales or technical consulting 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. 8+ years of technical pre-sales or technical consulting, or related experience in Manufacturing vertical OR equivalent experience. 4+ years' experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management. Exposure to Enterprise Customer Engagement platforms like Salesforce, CRMnext, ZOHO etc., 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 of Business application solutions Customer-facing business processes primarily in Financial Services and other industries like Manufacturing, Automotive, Oil & Gas, Utilities, Retail & Consumer Goods, Healthcare, Public Sector and Media & Communications is a plus. 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.