Solution Engineer Business Process

Job description

The mission of AI Business Solutions 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.

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 - Business Process** you will work closely with sales teams to understand the customer's needs, goals, and challenges, and showcase how Dynamics 365 (Sales & Service), 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 have the chance to develop your career in a dynamic and supportive environment.

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.

You will be part of a global, diverse and inclusive team that values collaboration, innovation, and customer success, enabling you to accelerate your career growth, develop deep business acumen and develop your selling skills.

By aligning Microsoft’s AI Business Solutions with each customer’s unique industry 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.

In this role, you will serve as the Solution Engineer (pre-sales consultant) for your designated Business Application workload, which includes Sales & Service, as well as Contact Centre.

Collaborating with a sales team comprising Solution Specialists, the Customer Success Unit, and partners, you will drive pipeline advancement by qualifying deals, developing strategies, and inspiring CxOs, business decision-makers, and technical decision-makers.

Your focus will be on major Japanese global accounts, primarily within the automotive and manufacturing industries, in the US market.

This position is part of Japan's global team based in the United States.

You are responsible for designing the solution and delivering an industry-aligned demonstration to the customer.

Highlighting how advancements in AI can provide benefit to an organization.

You will engage partners for co-sell and implementation considerations, engineering to assist with emerging technologies and Customer Success Unit for deal support.

We 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.

Once the solution design is secured, you will support the Solution Specialist in finalizing the customer proposal and assisting with licensing.

This role is flexible in that you can work from home.

Seattle, Washington preferred but open to candidates in Pacific Standard Time.

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**

**Executive Summary**

+ Maintain knowledge in Dynamics 365 Sales, Customer Insihgts, Customer Service, Field Service, Contact Center, Power Platform, and AI-powered productivity 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 (former MTC), demo sites, virtual 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 influencer's 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.

**Leverage Partner Ecosystem**

+ 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.

Other

+ Embody our culture and values

**Qualifications**

**Required/Minimum Qualifications**

+ Master's Degree in Computer Science, Information Technology, or related field AND 3+ years technical pre-sales or technical consulting experience
+ OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience
+ OR 5+ 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.
+ Experience with Solution pre-sales for CRM business applications and/or SaaS-based company or similar technology.
+ Experience with Solution pre-sales of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members.

**Other Requirements:**

+ Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties.

**Preferred Qualifications**

+ 6+ years of related experience:
+ 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.
+ Competitive displacement.
+ Driving and influencing stakeholders across organizational boundaries through organizational, presentation, envisioning, writing, and verbal communication skills.
+ Prioritization and orchestration of resources for complex customer digital transformation engagements.
+ Understanding Business application solutions.
+ Commercial cloud offerings, ideally Microsoft’s cloud platform as well as competitive knowledge of other business applications and related ecosystems.
+ Customer facing business processes in one or more industries such as Financial Services, Manufacturing, Automotive, Oil & Gas, Utilities, Retail & Consumer Goods, Healthcare, Public Sector and Media & Communications.
+ Business value selling methodologies and practices that successfully convey the value and business outcomes.
+ Uncovering customer’s stated and unstated needs and how technology can be leveraged to solve business problems.
+ Communicate, demonstrate, and prove the value of Dynamics 365 Business Applications.
+ Customer-centric mindset with demonstrated passion for delivering customer value.
+ Coordinating team resources to build and deliver a compelling solution demonstration
+ Collaborator capable of influencing internal and external teams.
+ Presentation and communications skills across various customer stakeholders, e.g., CIO, CFO, CMO, VP of Sales, etc.
+ Challenging perspectives and differentiating from the competition by reframing value and exemplifying customer obsession.

Solution Engineering IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 per year.

There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $137,600 - $222,600 per year.

Certain roles may be eligible for benefits and other compensation.

Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until October 26,2025.

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

Microsoft is an equal opportunity employer.

Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .

Required Skill Profession

Other General