微软Solution Engineer-Digital Native

OverviewMicrosoft believes that Digital Native Startups and Unicorns have the potential to change the world. These companies are transforming e-commerce, fintech, social media, gaming, and more. They have given us cutting edge applications that are changing the way we live and work. With Microsoft Cloud, we aspire to empower every Startup and Unicorn to innovate and scale our platform, and to grow through our regional ecosystem of customers, developers, partners and investors. You will be a part of the Azure solution engineer team, that acts as trusted advisors and subject matter experts in Azure. You will work with customers to realize their Cloud & AI transformation journey through cloud computing. We also support customers in evaluating their applications and business requirements, recommend solutions that meet their requirements, and demonstrate these solutions to win technical decisions. Microsoft Solution Engineer Managers build, develop and lead teams of Solution Engineers to identify and win over the technical decision makers in the Business and IT department of our Enterprise Customers. You and your team will drive technical decisions for the customer that helps them achieve Business value with the Microsoft Azure Platform, and thereby secure long-term sustainable growth for Microsoft. As a Solution Engineer Manager, you will be a key leader in helping customers embrace and succeed through Cloud & AI transformation.  You will have proven experience developing a high-performance team through continuous coaching, and inspiration and excel at developing strong relationships and leadership connections to understand customer needs and partner ecosystems and the ability to leverage partner solutions to solve customer needs. 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. Responsibilities• People Management: You will deliver success through empowerment and accountability by modeling, coaching, and caring as well as develop, lead and coach a diverse and high performing technology specialists’ team that helps customers make sound technical decisions and maximize the adoption and value of Microsoft solutions. • Scale Customer Engagements: You will enable and empower team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes, aligning goals across solution areas and facilitates cross-selling with various workloads (e.g., AI, Apps, Data & Analytics and Infrastructure). • Your practical experience will increase deal velocity by assessing the progress of technical engagements at every stage, and by orchestrating your Team, other Microsoft technical resources and Partners on digital transformation deals. • Scale Through Partners: You will maximize area-level capacity and capabilities of scaling through partners by coaching the team to grow partner network, identifying gaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). You will raise escalations or alleviate blockers through collaboration with manager-level counterparts in cross-functional groups. • Build Strategy: You will build compete strategy, coach, and provide support to internal teams and work with local marketing teams to shape corporate domain messages. • Solution Design and Proof: You will oversee, coach team in guiding customers through digital transformation solutions and applying advanced sales methodologies, while envisioning new and innovative solutions that use Microsoft technology to meet customer needs and identifying new technical and business trends/needs serving as the voice of the customer (VOC) to Microsoft. • Build a learning culture in your team to build deep skills in Cloud and AI technologies, architectural knowledge of the Microsoft Cloud and in the Microsoft enterprise story.

OverviewThe 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.   In this role you will be the AI Business Process Sales and Service Solution Engineer (SE) for the SME-C segment 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. 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. This role is flexible in that you can work [up to 50%/up to 100%] from home. 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. Responsibilities• 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.

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.

OverviewMicrosoft Innovation Hub empowers customers to overcome their business challenges through innovative engagements that integrate multiple areas of expertise. We drive AI transformation by leveraging evolving needs and emerging business opportunities. As the future of technologists and enterprise technical sellers, we guide customers from envisioning solutions to implementation. We deliver the Microsoft value story through immersive experiences, strengthening customer trust through deep engagements in exceptional environments. Responsibilities• Delivering customer engagements: Prepare and deliver technical engagements including strategy sessions, envisioning workshops, architecture design sessions and rapid prototyping to demonstrate key capabilities, validate against identified risks and finalize technology choices. • AI Transformation Leadership: Be the trusted voice within the business and for customers on the latest AI platform and technology trends, guiding their transformation journeys. By prioritizing AI use cases through design thinking workshops, you will lead these journeys effectively. You will be a valued contributor to Microsoft’s strategy in your area, ensuring the Hub is proactively aligned with the right customers to drive real impact. • Strategic Vision and Planning: Own and execute a clear strategic vision for AI transformation initiatives on a set of targeted accounts, aligning with organizational goals and customer needs by collaborating and orchestrating cross-functional teams. • Solution Design and Architecture: Develop comprehensive solution architectures based on patterns and practices that are tied to customer requirements and ensure that solutions are scalable, secure and optimized for performance. By utilizing consultation skills, you will uncover and prioritize opportunities, ensuing solutions are addressing real customer needs. • Cross Platform Collaboration: Adopt a holistic approach to integrate capabilities across the entire cloud platform, identifying synergies and optimizing cross-platform integration. You will work with your peers and stakeholders to make the Innovation Hub the home of Cross Solution AI Transformation. • Technical Depth: Maintain and grow expertise in AI solutions that will include services like AI Foundry or Fabric Data platform. Develop skills in AI management and security, real-time intelligence, and application architecture to support AI transformation initiatives. Stay updated with the market trends and collaborate within technical communities.