Solution Specialist

The mission of AI Business Solution Specialist within Microsoft Elevate is to help our customers (Non-Profit & EDU) digitally transform their operations, create new and engaging ways to serve them, 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 Specialist, you will work closely with the various teams to understand the customer's needs, goals, and challenges, and showcase how Dynamics, 365 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 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.

By aligning Microsoft’s AI Business Solutions with each customer’s unique subindustry 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.

You will be responsible for increasing D365 & PP revenue by generating new pipeline creation, increased deal velocity and competitive share capture.

Own the Sales Strategy

• As the AI Business Solutions Business Process thought leader, you are the trusted advisor to your customers and the expert for your assigned territory across business functions on digital transformation with a challenger mindset that accounts for customers' business needs and priorities. Lead and plan for accounts across the territory, perform business analysis to pursue high-potential sales opportunities, and manage the end-to-end business cycle from discovery to closure.
• Engage senior stakeholders and decision makers to identify, qualify, and accelerate high-value opportunities. Act as a key point of contact for internal senior stakeholders, aligning customers’ AI transformation vision with their business priorities. Drive customer innovation by mapping business needs to Microsoft Business Applications, including Dynamics 365, Power Platform, and Copilot Studio.
• Evaluate market whitespace and develop insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future needs. Partner across teams to propose strategies that address gaps and drive market engagement.
• Leverage AI-driven market intelligence tools to assess trends, identify opportunities, and disseminate insights across the team. Lead collaborations to refine whitespace analysis, ensuring alignment with strategic directives and emerging trends. Integrate and translate market intelligence into actionable strategies, continuously evolving the analysis approach to stay ahead of market shifts.
• Partner cross-organizationally to guide the development of solutions that enable AI- and cloud-driven transformations for existing and new customers. Craft strategies that emphasize the integration of cutting-edge technologies while positioning Microsoft’s offerings competitively.
• Campaigns & GTM Alignment: Work with global and regional marketing teams to execute campaigns and sales plays. Provide input on sales performance to shape go-to-market plans and adapt global strategies for regional outcomes, effectively bridging worldwide strategy and local execution.
• Account Planning: Identify whitespace opportunities and industry trends to develop and execute Business plans. Deliver high-quality account and territory plans, ensuring quota retirement (100 % CPC) and 3x qualified pipeline coverage (300% QPC). Build stakeholder maps, engage decision makers with industry-relevant insights, and accelerate deal closure through business analysis and strategic planning. Partner with account teams to identify decision makers, select solution plays, and orchestrate the end-to-end sales cycle from opportunity discovery to closure. Manage forecasting, portfolio, and delivery plans in alignment with strategic priorities.
• Partner Ecosystem & Co-Sell Collaboration: Validate and integrate partner solutions into customer engagements, collaborating with ISVs and SIs to scale offerings and accelerate time-to-value. Embed partners into account plans and sales motions to maximize co-sell opportunities, attaching them to deals and leveraging programs (e.g., solution assessments, ECIF, offers) to extend reach. Provide field insights on competitive blockers, partner capacity, and market needs to Global Partner Solutions (GPS) to refine go-to-market strategies.
• Leads strategy development for driving and closing complex, high-value opportunities. Lead planning and execution for named accounts, building stakeholder maps and driving cross-sell, up-sell, and co-sell opportunities. Accelerate deal closure through business analysis, strategic engagement, and account planning for AI-driven business process opportunities, including decision-maker alignment and solution play selection.
• Manage the complete sales and delivery cycle for the assigned territory, including account forecasting, portfolio development, and territory planning in line with strategic priorities. Qualify and assess opportunities using AI-enhanced frameworks to drive customer innovation, aligning business needs with Microsoft’s Business Applications, including Dynamics 365, Power Platform, and Copilot Studio.
• Engage senior stakeholders to identify, qualify, and accelerate high-value opportunities. Serve as a key point of contact for customers and collaborate with internal senior stakeholders across organizations to strategically drive success. Proactively align account teams with customers’ AI transformation vision, ensuring business priorities and success objectives are met.

Lead Customer Engagement

• Engage C-Suite executives and Business Decision Makers from our customers and help them achieve their business goals by bringing industry-relevant and business value insights and envisioning solutions that successfully enable their end-to-end business transformation. Understand customer budget, timeline, buying process and map out the key customer stakeholders.
• Assess and qualify sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. leads strategy development for driving and closing moderately complex, significant value opportunities. Explore and assess the needs of strategic/high-potential customers; articulate business value and long-term implications for customer business; collaborates with internal teams, partners, to lead the proposal or development of solutions that align with customer and Microsoft priorities;
• Collaborate across organizations to contribute to deal orchestration and handoffs throughout the deal lifecycle. Utilize best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities across the solution area. Leverage partners to scale: Run a consistent rhythm with selected prioritized partners focused on collaboration, sales discipline, accountability and delivering big bold goals. Drive partner teams, resources and relationships to help scale and accelerate the sales cycle while also ensuring a deployment plan is in place for accelerated deployment with partner added value services. Drive co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle. Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.
• Business Value Selling: Foster and expand relationships with business decision makers by understanding their priorities, governance, and budget processes. Identify and pursue new opportunities while landing the value proposition of AI Business Solutions (Dynamics 365, Power Platform, Copilot Studio). Lead envisioning sessions to define customer challenges, prioritize value, and deliver compelling board-level proposals aligned with transformation plans. Create customer success stories that demonstrate measurable outcomes and industry leadership.

Sales Execution Excellence

• Orchestrate with team members on conducting personal campaigns to discover new opportunities and generate new leads; leads conversations with strategic/high-potential customers (e.g., high-budget, regional-account, highly competitive) along with account teams / partners; facilitates the account team unit (ATU) to build pipeline in collaboration with partners
• Drive to exceed quarterly and yearly revenue targets and other sales goals. Manage sales hygiene via accurate forecasting and deal updates. Build & maintain the required range of qualified pipeline coverage for rolling 4 quarters through digital-first seller tools
• Engage in sales pipeline reviews with internal stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes
• Leverage usage data, actively monitor adoption trends to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals
• Leads sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision.

Required/Minimum Qualifications

• Master's Degree in Computer Science, Information Technology, or related field AND solid demonstratable experience in sales or consulting sales

OR

• Bachelor's Degree in Computer Science, Information Technology, or related field AND extensive technical pre-sales or technical consulting experience

Additional or Preferred Qualifications (PQs)

• Demonstratable experience in sales:
  • Solution sales for business applications and/or SaaS-based company or similar technology.
  • Solution sales of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members.o Solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, value-based selling, identifying, and expanding product opportunities.
  • Successful track record of competitive displacement.
  • Ability to drive and influence stakeholders across organizational boundaries through organizational, presentation, envisioning, writing, and verbal communication skills.
  • Proven track record in prioritization and orchestration of resources for complex customer digital transformation engagements.
  • Deep understanding Business application solutions
  • Commercial cloud offerings, ideally Microsoft’s cloud platform as well as competitive knowledge of other business applications and related ecosystems.
  • Business value selling methodologies and practices that successfully convey the value and business outcomes
  • How to uncover customer’s stated and unstated needs and how technology can be leveraged to solve business problems.
  • High level of self-awareness, reflection, and empathy.
  • Ability to skilfully communicate, demonstrate, and prove the value of Dynamics 365 Business Applications.
  • Customer-centric mindset with demonstrated passion for delivering customer value.
  • Excel at coordinating team resources to build and deliver a compelling solution demonstrationo Proven collaborator capable of influencing internal and external teams.
  • Excellent presentation and communications skills across various customer stakeholders, e.g., CIO, CFO, COO
  • Adept at challenging perspectives and differentiating from the competition by reframing value and exemplifying customer obsession

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.