Digital Copilot Solution Engineer

Build Strategy

• Acts as the voice of the customer (VOC) by driving new feedback, blockers, insights, and resources (e.g., unified action tracker [UAT], technical feedback platform) across territories so they can be added and prioritized. Represents the customer to product teams (e.g., Engineering) to shape products and services by providing insights across the territory.
• Captures core customer compete knowledge across solution areas and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies.
• Provides strategic, technical, and partner input based on Microsoft capability to contribute to strategy development, leveraging partner and competitor knowledge.
• Works with account teams to shape strategic customer win strategy and tailor unique Microsoft value messaging to audience.
• Monitors and analyzes action plans to promote customer usage of key/prioritized Microsoft solutions/products that support customer’s business outcomes.
• Identifies opportunities to promote usage.

Scale Customer Engagements

• Uses knowledge of customer context, cross-solution, or portfolio expertise, and technical and market/industry knowledge to build credibility with customers individually or at scale.
• Leverages knowledge of programs and investments (e.g., Microsoft Technology Center [MTC], exec briefing center, partner workshops) and proactively engages with engineering, product, and support teams to remediate blockers.
• Helps ensure consistency and quality of engagements through adherence of standards and best practices (e.g., managed service provider [MSP], managed certified professional [MCP]). Utilizes common sales and delivery methodology for the Microsoft sales organization to identify and engage customers in new opportunities. Actively seeks and incorporates feedback on customer impact to increase capabilities.
• Proactively helps to maximize impact of customer engagements by executing on solutions to blockers.
• Engages with customer technical and business decision makers, and identifying customer needs and issues proactively through technical discovery.
• Uses knowledge of customer context, cross-solution or portfolio expertise, and deep technical and market/industry knowledge to build credibility with customers individually or at scale.
• Leads and ensures customer needs are met by showcasing suitable Microsoft solutions anchored in insights and business value, and influences customer technical buy-in. Utilizes rules of engagement (e.g., role boundaries, handoff strategies), and leverages knowledge of processes (e.g., Managed Service Provider [MSP], co-sell partners), tools, and programs (e.g., FastTrack). Searches for customer references to use in engagements.

Scale Through Partners

• Engages in partner sell-with scenarios by acting as liaison between the partner and team and shares visibility on partner resources and processes. Supports the development and maintenance of relationships with pre-sale team and partners. Self-identifies and selects top 5 to 10 go-to partners on proactive and early engagement in opportunities.

Solution Design and Proof

• Presents, applies, and customizes architecture patterns to partners or customers or businesses and drives cross-workload support for Microsoft Solutions.
• Applies and customizes existing demonstration assets. Demonstrates and oversees demonstrations (e.g., pre-built demos, architectural design sessions [ADS], proof of concept [POC] sessions with partners) of solutions based on multiple Microsoft products through early stage engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment. Reviews partner demonstrations and provides feedback to ensure alignment with Microsoft standards..

Technical Leadership

• Monitors and responds to internal and external tech community posts, attends community calls, sessions, hackathon, etc., and acts as a mentor for their technology area. Contributes and participates in Customer Executive Briefing Center sessions.
• Shares best practices internally on community calls and drives recognition of Microsoft cloud solutions through presentations and engagements with external audiences.
• Conducts group training or one-to-many events (e.g., workshops, Webinars) or leverages existing scale enablement programs to present and educate customers and colleagues on the capabilities and benefits across Microsoft solutions/products.
• Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture. Builds their own readiness plan and proactively identifies learning gaps.