Solution Engineering - Business Process
 Microsoft | |
remote work
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 United States, Washington, Seattle | |
 Aug 10, 2025 | |
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OverviewThe 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, 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.
ResponsibilitiesExecutive SummaryMaintain expert-level 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 endorsementProactively 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.Embody our culture and valuesBuild StrategyBuilds 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 EngagementsLeverages 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 ProofDemonstrates 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 EcosystemScales 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. | |