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 general 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.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.QualificationsRequired / minimum qualificationsBachelor's Degree in Computer Science, Information Technology, Engineering or related field AND technical pre-sales or technical consulting experience OR equivalent experience.Dutch language is a mustAdditional or preferred qualificationsBachelor's Degree in Computer Science, Information Technology, Engineering or related field AND technical pre-sales or technical consulting experience OR equivalent experience.Previous experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and / or technology management.Certification in relevant (Microsoft or industry) technologies or disciplines (e.g., Microsoft Office 365; Power BI; Azure Administrator, Architecture, and Development exams; Cloud Platform Technologies; Information Security; Architecture).
ResponsibilitiesAdvance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer's solution design endorsement.Own the technical win strategyfor 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 deepDynamics 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 customerenvisioning 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 engagementsfor 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 aTechnical Close Planfor seamless hand-off to SI partners.Showcase Microsoft's unique valuein 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, ultimatelyimproving win ratesand displacing incumbent solutions.Leverage theMicrosoft partner ecosystemto 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-sellingand 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 planfor every deal, including agreed success metrics and adoption milestones.
Drive early adoption of high-value,consumption-based featureslike 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 maintainexpert-level product knowledgeand 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 leastLevel 200 proficiency in consultative sellingapproaches andLevel 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.Benefits / perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect
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