Senior Technical Sales Specialist - Azure

Technical Sales Ownership — Opportunity Scope • Own the technical narrative across assigned opportunities, spanning multiple solution areas within the Microsoft Cloud portfolio. • Shape solution direction in the sales cycle by balancing customer outcomes, delivery feasibility, implementation effort, commercial constraints, and adoption needs. • Identify and resolve technical objections, competitive risks, and solution gaps that may affect the outcome of a pursuit. • Ensure proposed solutions are realistic, deliverable, and aligned with delivery standards, reference architectures, and estimating practices. • Influence pursuit strategy by providing technical insight, platform expertise, and customer transformation perspective. Discovery, Demonstration, and Solution Definition • Lead technical discovery sessions to surface business drivers, current-state pain points, process gaps, and success criteria. • Design and deliver tailored demonstrations, proofs of concept, and solution walkthroughs across D365, Power Platform, and Azure data and AI services. • Define solution approaches, document trade-offs, and recommend options that align business value with delivery feasibility. • Develop solution scope, high-level architecture, assumptions, and effort estimates in partnership with delivery and architecture leadership. • Contribute technical content to proposals, RFP responses, statements of work, and pricing narratives. Customer Advisory and Strategic Influence • Serve as a trusted technical advisor in customer conversations on platform selection, transformation approach, and value realization. • Facilitate alignment among customer business stakeholders, IT stakeholders, account teams, and delivery leadership. • Present solution options, risks, dependencies, and recommendations with enough clarity to support informed customer decision-making. • Identify unmet needs, process improvement opportunities, and service expansion areas that extend the customer relationship. • Represent technical considerations in executive briefings, workshops, and competitive evaluations. Sales Partnership, Microsoft Alignment, and Pursuit Leadership • Partner with Account Executives and sales leadership on qualification, pursuit planning, and win strategy for assigned opportunities. • Build and maintain working relationships with Microsoft sellers and technical specialists to drive co-sell alignment and joint pursuits. • Evaluate the impact of scope changes, competitive pressure, and

• Microsoft role-based certifications relevant to assigned solution areas. • Established working relationships with Microsoft field sellers and technical specialists, and experience with co-sell motions. • Prior hands-on implementation or architecture experience that informs credible technical storytelling. • Industry depth in one or more of manufacturing, financial services, public sector, retail, or life sciences. • Experience contributing to marketing campaigns, industry events, or thought leadership content.

Key Responsibilities Technical Sales Ownership — Opportunity Scope • Own the technical narrative across assigned opportunities, spanning multiple solution areas within the Microsoft Cloud portfolio. • Shape solution direction in the sales cycle by balancing customer outcomes, delivery feasibility, implementation effort, commercial constraints, and adoption needs. • Identify and resolve technical objections, competitive risks, and solution gaps that may affect the outcome of a pursuit. • Ensure proposed solutions are realistic, deliverable, and aligned with delivery standards, reference architectures, and estimating practices. • Influence pursuit strategy by providing technical insight, platform expertise, and customer transformation perspective. Discovery, Demonstration, and Solution Definition • Lead technical discovery sessions to surface business drivers, current-state pain points, process gaps, and success criteria. • Design and deliver tailored demonstrations, proofs of concept, and solution walkthroughs across D365, Power Platform, and Azure data and AI services. • Define solution approaches, document trade-offs, and recommend options that align business value with delivery feasibility. • Develop solution scope, high-level architecture, assumptions, and effort estimates in partnership with delivery and architecture leadership. • Contribute technical content to proposals, RFP responses, statements of work, and pricing narratives. Customer Advisory and Strategic Influence • Serve as a trusted technical advisor in customer conversations on platform selection, transformation approach, and value realization. • Facilitate alignment among customer business stakeholders, IT stakeholders, account teams, and delivery leadership. • Present solution options, risks, dependencies, and recommendations with enough clarity to support informed customer decision-making. • Identify unmet needs, process improvement opportunities, and service expansion areas that extend the customer relationship. • Represent technical considerations in executive briefings, workshops, and competitive evaluations. Sales Partnership, Microsoft Alignment, and Pursuit Leadership • Partner with Account Executives and sales leadership on qualification, pursuit planning, and win strategy for assigned opportunities. • Build and maintain working relationships with Microsoft sellers and technical specialists to drive co-sell alignment and joint pursuits. • Evaluate the impact of scope changes, competitive pressure, and emerging requirements on the proposed solution, estimate, and risk profile. • Ensure a clean transition from sales to delivery by documenting assumptions, dependencies, and design intent for the receiving team. • Support marketing, campaign, and industry initiatives with technical input, event participation, and thought leadership contributions. Enablement, Coaching, and Practice Development • Coach consultants and sales team members on solution positioning, demonstration technique, and technical storytelling. • Maintain current knowledge of Microsoft roadmap, licensing, competitive landscape, and industry trends relevant to assigned solution areas. • Create and share reusable demo assets, solution patterns, estimating templates, and pursuit collateral. • Contribute to Communities of Excellence and internal practice development by institutionalizing successful pursuit approaches and lessons learned. • Foster a collaborative environment that promotes accountability, transparency, inclusive participation, and continuous improvement. Required Qualifications • 10+ years of professional experience in consulting, solution delivery, or technical presales, including 4+ years in a customer-facing technical sales or solution advisory role. • Demonstrated success supporting enterprise pursuits from qualification through close, including discovery, solution definition, estimating, and proposal development. • Solution breadth across the Microsoft Ecosystem, with working depth in one or more of Dynamics 365, Power Platform, or Azure data and AI services. • Proven ability to design and deliver tailored demonstrations, proofs of concept, and executive solution walkthroughs. • Experience developing scope, assumptions, high-level architecture, and effort estimates in partnership with delivery leadership. • Strong understanding of delivery methodology and implementation realities, sufficient to keep proposed solutions feasible and deliverable. • Experience contributing technical content to RFP responses, statements of work, and pricing narratives. • Comfort operating in a fast-moving pursuit environment with competing priorities and compressed timelines. Preferred Qualifications • Microsoft role-based certifications relevant to assigned solution areas. • Established working relationships with Microsoft field sellers and technical specialists, and experience with co-sell motions. • Prior hands-on implementation or architecture experience that informs credible technical storytelling. • Industry depth in one or more of manufacturing, financial services, public sector, retail, or life sciences. • Experience contributing to marketing campaigns, industry events, or thought leadership content. Core Competencies • Exceptional written and verbal communication skills, with the ability to translate technical concepts for executive, business, and technical audiences. • Demonstrated ability to influence without authority across customer stakeholders, delivery teams, and internal leadership. • Strong facilitation skills across workshops, design sessions, governance forums, and escalation conversations. • Sound judgment in balancing customer advocacy, delivery feasibility, commercial reality, and long-term supportability. • Bachelor's degree in Computer Science, Information Systems, Engineering, Business, or equivalent practical experience. Indicators of Success • Pursuits you support advance with