Technology Specialists - Business Application

Overview

The 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.

We at the India and South Asia Business Applications Solutions team areseekinga highly skilledTechnologySpecialist with a focus onCustomer Engagement/Experience andCustomerServiceto join our team. The ideal candidate will have a strong backgroundinSales, Servicemanagementand Marketing automationtechnologies paired withextensive experience inCRMpresales.

Technology Specialist-Business Applications

In this role you will be theTechnology Specialist (pre-salesconsultant)foryour assigned workloadand a member of the sales team that consists of Solution Specialist,Customer Success Unit, partners, andengineering. In this role you will advance pipeline byassistingthe Solution Specialist in qualifying the deal, developing thestrategyandinspiringtheCxO/Business Decision Maker/Technical Decision Maker.Youare responsible fordesigning the solution and delivering an industry-aligned demonstration to the customer. You will engage partners for co-sell and implementation considerations, engineering toassistwith emerging technologies andCustomer Success Unitfor 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. Once the solution design is secured, you will support the Solution Specialist infinalizingthe customer proposal andassistingwith licensing.

You will develop relationships with thedecisionmakerswithour customers and position yourself as a trusted advisor in your domain. As a recognized product expert, youare responsible forsharing your technical, industry knowledge and best practices with your peers.

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.

Qualifications

Required/Minimum Qualifications:

• 6+ years of technical pre-sales or technical consulting experience
• ORBachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience
• ORMaster's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience
• OR equivalent experience.

AdditionalorPreferredQualifications

• Exposure/willingness topick upskills inMicrosoft Business Applications Power Platform(Low-Code/No-Code)and Copilot Studio(Agentic AI platform) technologies.
• 8+ years of technical pre-sales or technical consulting, or related experienceOR equivalent experience.
• 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
• 7+ years of related experience:
• Solutionpre-sales for business applications and/or SaaS-based company or similar technology.
• Solutionpre-salesof complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members.
• Solutionspre-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.
• Successfultrack recordof competitive displacement.
• Ability to drive and influence stakeholders across organizational boundaries through organizational, presentation, envisioning, writing, and verbal communication skills.
• Proventrack recordin prioritization and orchestration of resources for complex customer digital transformation engagements.
• Deep understanding of Business application solutions
• Commercial cloud offerings, ideally Microsoft's cloud platform as well as competitive knowledge of other business applications and related ecosystems.
• Customerfacing business processes inprimarilyFinancial Servicesand other industries likeManufacturing, Automotive, Oil & Gas, Utilities, Retail & Consumer Goods, Healthcare, Public Sector and Media & Communicationsis a plus.
• 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 beleveragedto solve business problems.
• High levelof self-awareness,reflection,and empathy.
• Ability to skillfully communicate,demonstrate,and prove the value of Dynamics 365 Business Applications.
• Customer-centric mindset withdemonstratedpassion for delivering customer value.
• Excel at coordinating team resources to build and deliver a compelling solution demonstration
• Proven collaborator capable of influencing internaland externalteams.
• Excellent presentation and communications skills across various customer stakeholders,e.g.,CIO, CFO, CMO, VP of Sales,etc.
• Adept at challenging perspectives and differentiating from the competition by reframing value and exemplifying customer obsession.

Responsibilities

• Advance qualified pipeline revenue bydemonstratingsolution capabilities, addressing technical proof requirements, and securing the customer's solution design endorsement.
• Engage withthe account teamto land solution envisioning sessions and business value assessments.
• Proactively deliver compelling customer centric solution demonstrationsbased on technical workloadexpertisewhile buildingBusiness Decision Maker/CxO/Technical Decision Makerconnections.
• Address solution architecture considerations and competitive objection handling.
• Assistin formalizing the customer proposal.
• Collaborate with Partners and Customer Success to align on agreed upon deployment plan andKey Performance Indicators.
• Leaddiscovery sessions in each opportunity, yielding output of customer-agreed business challenges and win themes prioritized with business value.

Scale Customer Engagements

• Collaborate with the sales team to understand customer requirements and provide technicalexpertiseduring the presales process.
• Uses knowledge of customer context, solution or portfolioexpertise, and technical and industry knowledge to build credibility with customers.
• Leads and ensures technical wins forAI drivenDynamics 365Sales,Dynamics 365Service,Dynamics 365 Field Service,Dynamics 365 Customer Insightsand 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, tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
• Leverages 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.
• Stay updated with the latest trends and advancements inCustomer Relationship Management industryto provide innovative solutions to clients.
• Speak at public events, webinars, and conferences to share insights and promoteMicrosoft Business ApplicationsDynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field ServiceandDynamics 365 Customer Insights solutions.?

Leverage Partner Ecosystem

• Engages in partner sell-with scenarios by acting as liaison between the partner and team andfacilitatingpartner resources and processes throughout the course of the project.
• Supports partner technicalcapacitybyidentifyingskill and resource gaps and providing feedback to internal teams (e.g., Global Partner Solutions).

Build Strategy

• 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,leveragingpartner, competitor, or open-source knowledge.
• Works 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, build consumption plans with Partner and Industry Solutions Delivery teams after customer sign-off.

Solution Design and Proof

• Create and deliver compelling presentations, demos, and proof-of-concepts toshowcasethe value of MicrosoftDynamics 365. Leverage partner/customer teams as needed to prove capabilities and integration into customer environment.
• Design, develop, anddemonstrateCRM Sales, Service and Marketing propositionsusingDynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 CustomerInsightsand associatedCopilots(AI).
• Respond to Requests for Proposals (RFPs) by providing detailed technical information and solutions tailored to client needs.
• Provide technical support and troubleshooting forDynamics 365 Sales, Dynamics 365 Service, Dynamics 365 Field Service, Dynamics 365 Customer Insightsduring the presales phase.
• Conduct training sessions and workshops to educate clients and stakeholders ontheabove-mentioned technology areas as needed.

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Education

• Builds their own readiness plan and proactivelyidentifieslearning gaps. Grows domain knowledge and practicesexpertiseby communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
• Demonstrates new and updated products to increase internal virtual teams understanding of solutions and new opportunities.
• Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.