Digital Solution Engineering - Sales & Service
Microsoft · Atlanta, United States +2 · 1d ago
The mission of Microsoft Business Applications 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.
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
As an AI Business Process Sales and Service Solution Engineer (SE), you will lead AI transformation engagements with a focus on Sales and Service domain expertise. Your role involves owning the technical win strategy and supporting AI Business Process Sales Specialists (SSP) by forming strong relationships with C-Suite executives, Business Decision Makers (BDMs), and Technical Decision Makers (TDMs) such as CIOs, CTOs, and IT Leaders. You will help them achieve their goals for product proficiency, roadmap, and competitive discussions to secure technical decisions.
The person for this role needs to live within typical/average commuting distance to Microsoft office in either Atlanta, GA, Las Colinas, TX, Fargo, ND, Chicago, IL or Minneapolis, MN.
In this role you will advance pipeline by assisting the Solution Specialist in qualifying the deal, developing the strategy and inspiring the Business Decision Maker/Technical Decision Maker. You are responsible for designing 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.
You will develop relationships with the decision makers and 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 is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
Responsibilities
Build Strategy
- Acts as the voice of the customer (VOC) by driving new feedback, blockers, insights, and resources (e.g., unified action tracker [UAT], technical feedback platform) across territories so they can be added and prioritized. Represents the customer to product teams (e.g., Engineering) 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 to enhance team capabilities and develop compete strategies.
- Provides strategic, technical, and partner input based on Microsoft capability to contribute to strategy development, leveraging partner and competitor knowledge.
- Works with account teams to shape strategic customer win strategy and tailor unique Microsoft value messaging to audience.
- Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes. Identifies opportunities to promote usage.
Scale Customer Engagements
- Uses knowledge of customer context, cross-solution, or portfolio expertise, and technical and market/industry knowledge to build credibility with customers individually or at scale.
- Leverages knowledge of programs and investments (e.g., Microsoft Technology Center [MTC], exec briefing center, partner workshops) 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 (e.g., managed service provider [MSP], managed certified professional [MCP]). 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.
- Uses knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.
- Leads and ensures customer needs are met by showcasing suitable Microsoft solutions anchored in insights and business value, and influences customer technical buy-in. Utilizes rules of engagement (e.g., role boundaries, handoff strategies), and leverages knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack). Searches for customer references to use in engagements.
Scale Through Partners
- 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.
Solution Design and Proof
- 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 (e.g., pre-built demos, architectural design sessions [ADS], proof of concept [POC] sessions with partners) 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..
Technical Leadership
- 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 (e.g., workshops, Webinars) 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.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Computer Science, Information Technology, Engineering or related field OR equivalent experience.
- 4+ years technical pre-sales or technical consulting experience OR equivalent experience.
Other Requirements
This position requires verification of U.S. citizenship-based legal restrictions. Specifically, this position supports United States federal, state and/or local United States governmment agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law.
To meet this legal requirement, citizenship will be verfied via a valid passport, or other approved documents, or verified US government Clearance.
This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.
Additional or preferred qualifications
- 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).
Digital 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
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.