The Role
Lead AI-driven business process transformation engagements across assigned territory. Drive solution envisioning, discovery, value-based selling, and proposal support for Microsoft Business Applications (Dynamics 365, Power Platform, Copilot) while collaborating with account teams, partners, engineering, and Customer Success to deliver measurable outcomes.
Summary Generated by Built In
Overview
Responsibilities
Qualifications
The mission of Microsoft Business Process 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 global 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 Solution Specialist for your assigned territory and a member of the sales team that consists of Account Executives, Solution Engineers, Customer Success Unit, partners, and engineering. You will be responsible for growing and accelerating business by leading customer engagements focused on business process transformation, AI innovation, and Microsoft Business Applications. Leveraging Microsoft's Frontier Firm vision, Copilot, Copilot Studio, Dynamics 365, Power Platform, and Agentic AI capabilities, you will help customers identify opportunities to reimagine business processes, improve operational performance, and unlock new business value.
You will lead discovery conversations with business and technology stakeholders, develop solution strategies, build business cases, and inspire executive decision-makers through outcome-based engagements. Working closely with partners, engineering, and Customer Success, you will help customers envision their future-state operating model and establish a transformation roadmap that aligns technology investments with measurable business outcomes. You will support opportunity progression from qualification through proposal development while driving customer confidence in Microsoft's AI Business Process solutions
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 specialist, you are responsible for sharing your technical, industry knowledge and best practices with your peers. This role is flexible in that you can work up to 50% from home.
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.
Responsibilities
- Advance qualified pipeline revenue by leading business outcome discussions, solution envisioning, and value-based engagements that establish customer confidence in Microsoft's AI Business Process solutions.
- Engage with the account team to land solution envisioning sessions and business value assessments.
- Proactively lead customer-centric business process transformation conversations, solution envisioning workshops, and executive engagements while strengthening Business Decision Maker and Technical Decision Maker relationships.
- Address business transformation priorities, competitive positioning, solution differentiation, and AI adoption considerations.
- Assist in formalizing the customer proposal.
- Collaborate with Partners and Customer Success to align on agreed upon deployment plan and Key Performance Indicators.
- Lead discovery sessions in each opportunity, yielding output of customer-agreed business challenges and win themes prioritized with business value.
Qualifications
Required Qualifications (RQs)
6+ years of technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technology-related sales or account management experience
- OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technology-related sales or account management experience
- OR equivalent experience
Preferred Qualifications (PQs)
- 6+ years Solution sales, technical consulting, or technology delivery, or related experience
- 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
- 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
- 4+ years experience driving digital transformation, business applications, AI solutions, business process optimisation, enterprise SaaS platforms, or related technology initiatives
- Certification or demonstrated expertise in relevant technologies and disciplines (e.g., Dynamics 365, Power Platform, Copilot, Copilot Studio, Azure AI, Power BI, business applications, or digital transformation methodologies).
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, read more about requesting accommodations.
Skills Required
- 6+ years of technology-related sales or account management experience
- Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technology-related sales or account management experience
- Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technology-related sales or account management experience
- Equivalent experience to degree/years combinations
- 6+ years solution sales, technical consulting, or technology delivery experience
- Solution sales experience for business applications and/or SaaS-based companies
- Experience selling complex business application deals requiring cross-functional team orchestration
- Experience with discovery, solution strategy, value-based selling, and expanding product opportunities
- 4+ years driving digital transformation, business applications, AI solutions, or enterprise SaaS initiatives
- Certification or demonstrated expertise in Dynamics 365, Power Platform, Copilot, Copilot Studio, Azure AI, Power BI, or related technologies
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Fair & Transparent Compensation — Pay is presented as broadly competitive overall, with clear role/level/location variation and an emphasis on using posted ranges and band information for apples-to-apples comparisons.
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Retirement Support — Retirement benefits are described as a standout, highlighted by a strong 401(k) match structure and immediate vesting, plus additional plan features for tax-advantaged saving.
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Parental & Family Support — Family-oriented benefits are portrayed as a meaningful strength, with substantial paid parental leave and added supports like back-up care and adoption/surrogacy assistance.
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The Company
What We Do
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world.
