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About the role
Your responsibilities include orchestrating and executing POCs, envision workshops, whiteboarding sessions, and conducting technical demonstrations to showcase the business value of D365 F&SC, Copilot Studio, and LOB AI Agents offerings. Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer's solution design endorsement. Owns 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 F&SC expertise to secure technical decisions. Orchestrates customer envisioning workshops, whiteboard design sessions, and compelling technical demos across Dynamics 365 F&SC, Copilot Studio, AI Agents. Leads 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. 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. Orchestrate co-selling and co-innovation with partners (including FastTrack, and ISV providers). Works closely with the Customer Success Unit (CSU) and deployment teams 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. Own licensing alignment within deals by translating business and technical requirements into the appropriate Dynamics 365 and Power Platform licensing model. 6+ years of technical pre-sales or technical consulting experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience OR equivalent experience 6+ years technical pre-sales, technical consulting, or technology delivery, or related experience Solution pre-sales for business applications and/or SaaS-based company or similar technology Solution pre-sales of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members. Solutions pre-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 4+ years' experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management. Deep Understanding of Sales and Service Dynamics 365 solutions like Finance, Supply Chain, Project Operations, and AI Agents offerings like Copilot Studio Certification in relevant technologies or disciplines (e.g., D365, Power Platform)
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