Job DescriptionKey ResponsibilitiesTechnical 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.
QualificationsRequired 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 a clear, credible, and differentiated technical narrative.
- Proposed solutions transition to delivery with scope, assumptions, and design intent intact and achievable.
- Estimates and scope hold up against delivery reality, with minimal renegotiation after close.
- Microsoft field relationships generate qualified co-sell activity and joint pursuit momentum.
- Reusable demo assets and pursuit collateral measurably shorten cycle time on subsequent opportunities.
Work Environment and Travel- This is a customer-facing role within a distributed, remote-first consulting organization.
- Travel to customer sites, internal meetings, and industry events is expected; travel is up to 40% and varies by engagement.
- Occasional work outside standard business hours may be required to support go-live events, escalations, or customers in other time zones.
Additional InformationBase Salary Pay Range*: $150,000 - $180,000 USD*The current applicable Base Salary Pay Range for this role is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills relevant to the role, internal equity, alignment with market data, or other law.
Other Compensation / Benefit Overview In addition to Base Salary, the successful candidate may be eligible to participate in the following plans / programs, upon satisfying all hiring requirements:
- Medical, Dental and Vision Coverage
- Life Insurance and Disability Programs
- Retirement Savings with Company Match
- Flexible Work Arrangements including Remote Work
#REMOTE#LI-JH1Beware of scamsOur recruiting team may communicate with candidates via our [redacted].com domain email address and/or via our SmartRecruiters (Applicant Tracking System) [redacted] domain email address regarding your application and interview requests.
All offers will originate from our [redacted].com domain email address. If you receive an offer or information from someone purporting to be an employee of Hitachi Solutions from any other domain, it may not be legitimate.
