Key ResponsibilitiesTechnical Sales Ownership — Opportunity ScopeOwn the technical narrative across assigned opportunities, spanning multiple solution areas within the Microsoft Cloud portfolio.Shape solution direction in the sales cycle by balancing customer outcomes, delivery feasibility, implementation effort, commercial constraints, and adoption needs.Identify and resolve technical objections, competitive risks, and solution gaps that may affect the outcome of a pursuit.Ensure proposed solutions are realistic, deliverable, and aligned with delivery standards, reference architectures, and estimating practices.Influence pursuit strategy by providing technical insight, platform expertise, and customer transformation perspective.Discovery, Demonstration, and Solution DefinitionLead technical discovery sessions to surface business drivers, current-state pain points, process gaps, and success criteria.Design and deliver tailored demonstrations, proofs of concept, and solution walkthroughs across D365, Power Platform, and Azure data and AI services.Define solution approaches, document trade-offs, and recommend options that align business value with delivery feasibility.Develop solution scope, high-level architecture, assumptions, and effort estimates in partnership with delivery and architecture leadership.Contribute technical content to proposals, RFP responses, statements of work, and pricing narratives.Customer Advisory and Strategic InfluenceServe as a trusted technical advisor in customer conversations on platform selection, transformation approach, and value realization.Facilitate alignment among customer business stakeholders, IT stakeholders, account teams, and delivery leadership.Present solution options, risks, dependencies, and recommendations with enough clarity to support informed customer decision-making.Identify unmet needs, process improvement opportunities, and service expansion areas that extend the customer relationship.Represent technical considerations in executive briefings, workshops, and competitive evaluations.Sales Partnership, Microsoft Alignment, and Pursuit LeadershipPartner with Account Executives and sales leadership on qualification, pursuit planning, and win strategy for assigned opportunities.Build and maintain working relationships with Microsoft sellers and technical specialists to drive co-sell alignment and joint pursuits.Evaluate the impact of scope changes, competitive pressure, and emerging requirements on the proposed solution, estimate, and risk profile.Ensure a clean transition from sales to delivery by documenting assumptions, dependencies, and design intent for the receiving team.Support marketing, campaign, and industry initiatives with technical input, event participation, and thought leadership contributions.Enablement, Coaching, and Practice DevelopmentCoach consultants and sales team members on solution positioning, demonstration technique, and technical storytelling.Maintain current knowledge of Microsoft roadmap, licensing, competitive landscape, and industry trends relevant to assigned solution areas.Create and share reusable demo assets, solution patterns, estimating templates, and pursuit collateral.Contribute to Communities of Excellence and internal practice development by institutionalizing successful pursuit approaches and lessons learned.Foster a collaborative environment that promotes accountability, transparency, inclusive participation, and continuous improvement.
