The mission of Microsoft's AI & Business Process Team 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 organisation. 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. **Responsibilities** In this role you will be the AI Business Process Sales and Service Solution Engineer (SE) for your assigned workload and a member of the sales team that consists of Digital AI Business Process Specialists, partners and engineering. 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. + Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer’s solution design endorsement. + Own the technical win strategy for each opportunity. Engage with Business Decision Makers (BDMs) and Technical Decision Makers (TDMs) to translate their priorities and goals to solution vision by addressing business challenges, prioritized with business value and by leveraging deep Dynamics 365 Sales & Service applications (Sales, Customer Service, Contact Center, Field Service, Customer Insights, and LOB AI Agents) and Copilot Studio expertise to secure technical decision. + Orchestrate customer envisioning workshops, whiteboard design sessions, and compelling technical demos across Dynamics 365 Sales & Service applications (Sales, Customer Service, Contact Center, Field Service, Customer Insights), Copilot Studio, AI Agents. + Lead proof-of-Concept engagements for high-priority scenarios, documenting POC outcomes and mapping customer solution requirements. Translate these findings into detailed technical plans – including migration pathways to D365, recommended migration tools – with clear milestones and risk mitigation strategies, captured in a Technical Close Plan for seamless hand-off to SI partners. + Showcase Microsoft’s unique value in AI-powered business process D365 solutions to win technical decisions against major competitors (e.g. Salesforce, Oracle, IFS, ServiceNow, Amazon Connect). Anticipate and address technical blockers – such as AI-related compliance, privacy, or security concerns – early in the sales process, developing mitigation plans that instill confidence in D365 solutions. Drive proof-based differentiation (architecture design sessions, pilot deployments) to highlight how Dynamics 365 meets customer needs better than the competition, ultimately improving win rates and displacing incumbent solutions. + Leverage the Microsoft partner ecosystem to enhance and scale solution delivery from early stages to assist with complex demos, POCs, and solution builds, ensuring their industry or domain expertise complements the sales strategy. Orchestrate co-selling and co-innovation with partners (including FastTrack, and ISV providers). + Work closely with the Customer Success Unit (CSU)/Partners to ensure customers realize value from their Dynamics 365 investments. Secure a clear deployment plan for every deal, including agreed success metrics and adoption milestones. Drive early adoption of high-value, consumption-based features like Copilot Studio and Dynamics 365 AI Agents by capturing usage intent during pre-sales and incorporating it into the Technical Close Plan. + Commit to ongoing professional development to maintain expert-level product knowledge and strategic sales skills. Complete 100% of required training and certifications by the designated deadlines, demonstrating a willingness to grow and adapt with Microsoft’s innovations. Achieve at least Level 200 proficiency in consultative selling approaches and Level 400 mastery of Dynamics 365 solutions for key workloads (Sales, Service, Field Service, etc.), enabling you to fluently bridge executive business discussions and deep technical dialogues. + Proactively share your insights from wins/losses with broader SE community to scale best practices and learnings. + Acts as a technical thought leader by sharing best practices (e.g., architecture deep dives) and regularly delivering content at readiness events (e.g., Field Advisory Board, Community Calls). Provides insight into how to identify and win opportunities to increase D365 solutions understanding and capabilities. + Address solution architecture considerations and competitive objection handling. + Assist in formalizing the customer proposal. **Qualifications** **Required Qualifications (RQs)** _(_ **_Required_** _to be in Job Description)._ **_Managers/Recruiters:_** _this `Required Qualifications’ content is MANDATORY and MUST NOT be edited or deleted - to ensure legal compliance. You can also add additional qualifications to your job description. Can have up to 4 RQs._ _Consult with your local HR GTA lead on local guidelines regarding the use of Years of Experience in Job Postings._ + 5+ years technology-related sales or account management 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 **Preferred Qualifications (PQs)** + 5+ years technical pre-sales, technical consulting, or technology delivery, or 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 + 4+ years’ experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management + Deep Understanding of Sales and Service Dynamics 365 solutions like Sales, Customer Service, Contact Center, Customer Insights, Field Service, D365 LOB AI Agents and Low Code offerings like Copilot Studio + Expert understanding and 1 - 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government + Broad understanding of commercial cloud offerings, ideally including Microsoft’s Dynamics 365 offerings, including competitors and related ecosystems. + Certifications in D365 and Power Platform relevant technologies or disciplines (MB-280 Customer Experience Analyst (https://learn.microsoft.com/en-us/credentials/certifications/d365-customer-experience-analyst-associate/) , MB-230 Customer Service Functional Consultant (https://learn.microsoft.com/en-us/credentials/certifications/d365-functional-consultant-customer-service-v3/?practice-assessment-type=certification) , MB-240 Field Service Functional Consultant (https://learn.microsoft.com/en-us/credentials/certifications/d365-functional-consultant-field-service/?practice-assessment-type=certification) , PL-200 Power Platform Functional Consultant (https://learn.microsoft.com/en-us/credentials/certifications/power-platform-functional-consultant-associate/?practice-assessment-type=certification) ) 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) .