Solution Engineering - AIBS
Microsoft · Gurgaon, India · 10d ago
The mission of AI Business Solutions - Biz Process 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.
We at the India and South Asia Business Applications Solutions team are seeking a highly skilled AI Business Solution Engineer with a focus on Customer Engagement/Experience and Customer Service to join our team. The ideal candidate will have a strong background in Sales, Service and Marketing management/automation technologies, paired with extensive experience in CRM presales.
As an AI Business Solution Engineer – Sales & Service, you will provide technology expertise to help win deals by guiding Microsoft customers to successfully evaluate our CRM solutions. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring. The role may need 0-40% travel outside your base location.
In this role you will be the Solution Engineer (pre-sales consultant) for your assigned workload and a member of the sales team that consists of Solution Specialist, Customer Success Unit, partners, and engineering. In this role you will advance pipeline by assisting the Solution Specialist in qualifying the deal, developing the strategy, and inspiring the CxO/Business Decision Maker/Technical Decision Maker. You are responsible for designing/architecting 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. Once the solution design is secured, you will support the Solution Specialist in finalizing the customer proposal and assisting with licensing.
You will develop relationships with the decision makers 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.
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, 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.
Scale Customer Engagements
- Collaborate with the sales team to understand customer requirements and provide technical expertise during the presales process.
- Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.
- Leads and ensures technical wins for AI driven Dynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 Customer Insights, and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes, tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
- Leverages foundational knowledge of resources (e.g., roles, Microsoft Innovation Hub [MIH], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU]) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.
- Stay updated with the latest trends and advancements in Customer Relationship Management industry to provide innovative solutions to clients.
- Speak at public events, webinars, and conferences to share insights and promote AI Business Solutions - Biz Process’ Dynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 Customer Insights, Microsoft Power Platform including Microsoft Copilot Studio (Agentic AI Platform) solutions.
Leverage Partner Ecosystem
- Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
- Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).
Build Strategy
- Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
- Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.
- Works with account and marketing teams to shape strategic win and customer success plans and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape. Where applicable, build consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.
Solution Design and Proof
- Create and deliver compelling presentations, demos, and proof-of-concepts to showcase the value of Microsoft Dynamics 365 and Power Platform. Leverage partner/customer teams as needed to prove capabilities and integration into customer environment.
- 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)
- Exposure/willingness to pick up skills in AI Business Solutions - Biz Process’ Power Platform (Low-Code/No-Code) and Copilot Studio (Agentic AI platform) technologies.
- Respond to Requests for Proposals (RFPs) by providing detailed technical information and solutions tailored to client needs.
- Provide technical support and troubleshooting for Dynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 Customer Insights during the presales phase.
- Conduct training sessions and workshops to educate clients and stakeholders on the above-mentioned technology areas as needed.
Education
- 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.
Other
Qualifications
Required/Minimum Qualifications (RQs/MQs):
- 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.
Additional or Preferred Qualifications
- 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.,
- 7+ years of related experience:
- 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
- Commercial cloud offerings, ideally Microsoft’s cloud platform as well as competitive knowledge of other business applications and related ecosystems.
- 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.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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.