微软Solution Engineer
任职要求
Required Qualification: 5+ years technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years technical pre-sales or technical consulting experience OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ year(s) technical pre-sales or technical consulting experience OR equivalent experience Preferred Qualifications: 6+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience 4+ years experience with cloud and hybrid, or on premises infrastructure, architecture designs, migrations, industry standards, and/or technology management Certification in relevant technologies or disciplines
工作职责
Own technical sales with customers’ technical decision makers (TDMs) leveraging processes and tools, demos, programs, offers, and drive proof of concepts (POCs) using consultative sales methodology and technical expertise across other Solution Engineers to influence the customer vision. Build trusted advisor relationship with customers’ technical decision makers (TDMs and TDM-1) and use proactive effort to find and understand customers’ pain points and work together with customers to co-develop secure & resilient solution architecture for production scale delivery including Unified Support and Cloud Accelerate Factory (formerly CMF) offer for every opportunity. Overcome competitors and technical objections and manage customer escalation with Global Black Belt and engineering team to share insights and best practices for product improvements. Critical to maintain and grow expertise in GitHub & App development frameworks & tools (VS Code, pro code/low code, AI Assisted Dev Tools) CI/CD, DevOps and platform Eng. (feedback loops, security, deployment, monitoring, performance) Important to maintain and grow expertise in scalable architecture and cloud native app dev (APIs, containers, microservices, event-driven). Keeping up to date with market trends and competitive insights; collaborate and share with the developer technical community. Solution Design and Proof Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on Azure products and position solutions against competitors. Adapts and extends architecture patterns to accommodate complex customer requirements and drive integration solutions for Digital Native industry customers.
• Drive technical sales with decision makers using demos and PoCs to influence solution design and enable production deployments. • Lead hands-on engagements—hackathons, code-with sessions, and architecture workshops—to accelerate adoption of Microsoft’s developer tools and cloud platforms. • Build trusted relationships with developers and platform leads, co-designing secure, scalable architectures and solutions • Resolve technical blockers and objections, collaborating with engineering to share insights and improve products. • Maintain deep expertise in AI Foundry & App architecture (Agentic AI framework, Semantic Kernel, Foundry SDK, Responsible AI) and App architecture/cloud native dev (APIs, containerization, microservices, event-driven, Python, Java or .NET). • Maintain and grow expertise in AI Management & Security (Gen AI Ops, Sentinel, orchestrator, monitoring). • Represent Microsoft through thought leadership in developer communities and customer forums
Build StrategyWorks 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, builds consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.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. EducationMonitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.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. Leverage Partner EcosystemSupports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).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. Scale Customer EngagementsLeverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], 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.Engages with and reaches out to customers proactively and independently.Leads and ensures technical wins for core 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 (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers. Solution Design and ProofPresents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
Build 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. EducationBuilds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact.Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding.Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community. Leverage Partner EcosystemScales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account 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. Scale Customer EngagementsLeverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) 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, account 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 influencers 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) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps).
Solution Design and Proof• Demonstrates 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) to guide customers through digital transformation solutions and uses innovation to challenge solutions against changing technology (e.g., Power Apps). Build Strategy• Builds 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 Engagements• Leverages knowledge of resources (e.g., roles, Microsoft Technology Center [MTC], demo sites, virtual sites, Value Based Delivery [VBD], Customer Success Unit [CSU) and proactively engages product teams (e.g., engineering) 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, account 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 influencers 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. Education• Builds readiness plans for peers and proactively identifies gaps and new opportunities for learning. Provides insight onto Corporate, business and product groups, sales strategy, and business reviews for impact. • Acts as a technical thought leader by sharing best practices (e.g., architectures, materials) and regularly delivering content at Microsoft events (e.g., TechReady). Provides insight into how to identify opportunities to increase solutions/portfolio understanding. • Monitors, responds to, and acts as a thought leader on internal tech community posts, establishes and leads vibrant tech communities including community calls, sessions, hackathons, etc., and acts as a mentor to the community. Leverage Partner Ecosystem• Scales wins through partner in a sell-with environment by promoting the partner within the Microsoft ecosystem (e.g., account 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.