Requisition Number: 105241 Solution Principal SrLocation:You will have the flexibility to work fully remote.
About the roleAs a Sr. Solution Principal - Microsoft AI & Innovation, you will be a key presales leader responsible for shaping and selling AI-led professional services across the Microsoft ecosystem. You will consult with clients, assess their AI readiness and Microsoft estate, define pragmatic AI adoption roadmaps, and translate them into clearly scoped professional services Statements of Work (SOWs). Your remit spans the full Microsoft surface area - Modern Work (Microsoft 365, Copilot, Teams), Capability (Azure platform, infrastructure, and security foundations), Application Development (Azure AI, Copilot Studio, custom agents), and Data & AI (Microsoft Fabric, Azure AI Foundry) - with a heavy focus on Microsoft Agent 365 and enterprise AI strategy.
As agentic AI moves from experimentation to enterprise-scale operation, clients need a trusted advisor who can connect AI ambition to a governed, secure, and value-driven adoption path. You will be that advisor - shaping how organizations deploy, govern, and scale AI agents responsibly on Microsoft.
You will need a balance of:- Strategic presales acumen across the Microsoft AI portfolio
- Deep understanding of AI adoption, Agent 365 governance, and the Microsoft Cloud
- Business consulting and AI strategy skills
- Strong SOW and deal-structuring experience
You will partner closely with account teams, solution architects, and delivery leaders to design AI-driven solutions that achieve measurable client outcomes.
In this role, you will:Client consulting & discovery- Align into top accounts to build relationships with senior IT and business stakeholders (CIO, CDO, CTO, CISO, Head of Modern Work, and Line-of-Business leaders).
- Lead AI discovery and readiness workshops to understand current-state Microsoft estate, workplace productivity patterns, data landscape, governance maturity, and agent adoption readiness.
- Assess the client's Microsoft footprint - Microsoft 365 and Copilot adoption, Azure platform maturity, identity and security posture (Entra, Purview, Defender), and data estate (Fabric, Azure data services) - to identify pain points and AI opportunities.
- Translate business objectives into prioritized AI use cases and adoption roadmaps spanning Copilot rollout, custom agent development, Agent 365 governance, and modern data foundations.
AI strategy & solution architecture- Define future-state Microsoft AI architectures that span Modern Work, Capability, Application Development, and Data & AI - anchored on Copilot, Copilot Studio, Azure AI Foundry, Microsoft Fabric, and Microsoft Agent 365.
- Shape enterprise AI strategy: help clients move from ad hoc agent experimentation to a governed operating model, defining how agents are identified, owned, secured, and scaled.
- Position Microsoft Agent 365 as the control plane for AI agents - covering agent identity (Microsoft Entra Agent ID), observability, governance, security, and lifecycle management across first-party, custom, and third-party agents.
- Recommend responsible-AI and Zero Trust patterns that align agent access with least-privilege, Conditional Access, data protection (Purview), and threat protection (Defender).
- Craft outcome-focused solution narratives that connect AI investments to business value (productivity gains, faster time-to-insight, reduced manual effort, trusted and governed automation).
- Collaborate with technical SMEs (AI engineers, data engineers, app developers, cloud and security architects) to validate feasibility, sizing, and delivery approach.
SOW creation & deal structuring- Lead the creation of professional services proposals and SOWs across the Microsoft AI portfolio (AI readiness assessments, Copilot adoption, agent development, Agent 365 governance enablement, data modernization, and app modernization for AI).
- Define scope, deliverables, assumptions, and client responsibilities with enough detail to enable predictable delivery.
- Design deal structures that meet internal margin targets, align with preferred delivery models (fixed-fee, T&M, multi-phase roadmaps), and match client expectations and risk tolerance.
- Work with resource management and delivery leaders to develop realistic staffing and ramp plans based on skills, availability, and project timelines.
- Ensure SOWs adhere to Insight's standards, legal/commercial guidelines, and risk controls.
Sales collaboration & pipeline support- Engage with sellers to refine understanding of client needs during qualification and shape win strategies for Microsoft AI opportunities.
- Support account teams in early-stage opportunity shaping, including ideation of AI engagements (assessments, PoCs, Copilot pilots, agent programs, multi-phase transformations).
- Represent client needs across all Insight capabilities, with a focus on expanding AI deal size and attaching services to Microsoft platform and licensing investments.
- Support sellers in executive presentations, proposal walkthroughs, and orals - clearly articulating our Microsoft AI value proposition and differentiation.
- Participate in internal deal reviews with Insight leadership, presenting solution approach, delivery risks, and financials.
Partner engagement & offerings- Develop strong working relationships with Microsoft field and product teams and incorporate the latest Microsoft AI capabilities (Copilot, Agent 365, Azure AI Foundry, Fabric) into client solutions.
- Leverage Microsoft partner incentives and funding (PoCs, pilots, workshops, assessments, FastTrack) to accelerate AI opportunities.
- Provide feedback into Insight's Microsoft AI offerings and accelerators based on client demand and field experience.
Governance, quality & reporting- Own solutions for assigned opportunities end-to-end, ensuring consistency between presales design and delivery handoff.
- Actively track Microsoft AI opportunities being worked, providing leadership with regular reporting on pipeline, revenue, and gross profit.
- Contribute to continuous improvement of presales artifacts (templates, reference architectures, SOW standards, estimators).
What we're looking forExperience- Minimum of 10 years in technology roles such as Solution Architect, AI/Cloud Architect, Modern Work Architect, App Development Lead, or Data & AI Architect, including client-facing responsibilities.
- Demonstrated presales or sales engineering experience for professional services, including discovery, solution shaping, and SOW creation.
- Proven track record designing and/or delivering solutions on the Microsoft Cloud - Microsoft 365 and Copilot, Azure, Azure AI, Microsoft Fabric, and identity/security (Entra, Purview, Defender).
- Hands-on familiarity with agentic AI and the emerging Microsoft agent stack - Copilot Studio, Azure AI Foundry, and Microsoft Agent 365 / Microsoft Entra Agent ID.
- Experience positioning AI responsibly, including governance, security, and compliance considerations for enterprise AI adoption.
Core skillsStrong understanding of the Microsoft AI landscape across four pillars:- Modern Work - Microsoft 365, Microsoft 365 Copilot, Teams, adoption and change management.
- Capability - Azure platform, infrastructure, identity, and Zero Trust security foundations.
- Application Development - Azure AI Foundry, Copilot Studio, custom and autonomous agent development, MCP-connected services.
- Data & AI - Microsoft Fabric, Azure data services, and the data foundations required to enable trusted AI and agents.
Depth in enterprise AI governance and Agent 365, including:- Agent identity and lifecycle (Microsoft Entra Agent ID: identity, ownership/sponsorship, least-privilege, Conditional Access).
- Agent observability, discovery/registry, and centralized policy-driven governance.
- Security and compliance for agents via Microsoft Defender and Microsoft Purview.
- Ability to assess a client's AI maturity and propose pragmatic, phased roadmaps (assess 12 foundation 12 use-case enablement 12 govern & scale).
- Strong understanding of clients' IT and business decision-making process, especially for AI, productivity, and platform investments.
- Demonstrated ability to solution across multiple business units and offerings, integrating Modern Work, Cloud, Data, AI, Apps, and Managed Services where appropriate.
- Financial acumen: understanding of pricing, deal economics, business case development, and ROI in the context of AI programs.
Excellent communication skills:- Ability to present complex AI concepts in business-friendly language to executives.
- Ability to go deep technically with architects, engineers, and data scientists.
- Strong written skills for proposal and SOW development.
Desirable- Experience with consultative frameworks for AI (AI strategy assessments, operating-model design, AI readiness and responsible-AI assessments).
- Familiarity with Microsoft Copilot Studio, Azure AI Foundry, Semantic Kernel, MCP, and the broader agent developer ecosystem.
- Relevant Microsoft certifications (e.g., Azure AI Engineer, Azure Solutions Architect, Microsoft 365 / Copilot).
- Industry-specific experience (e.g., financial services, healthcare, manufacturing, retail) is a plus.
Soft skills- Executive presence with the ability to earn trust quickly in C-level conversations.
- Strong facilitation skills for workshops and multi-stakeholder sessions.
- Root cause analysis, structured problem solving, and the ability to simplify complexity.
- Collaborative working style with sales, delivery, and partner teams.
- Comfort with ambiguity and the ability to structure opportunities and deals from early concept to well-defined scope.
What you can expectWe're legendary for taking care of you, your family, and helping you engage with your local community. We want you to enjoy a full, meaningful life and own your career at Insight. Some of our benefits include:
- Full medical, dental, and vision benefits
- Bonus incentives
- Company 401(k) match
- Freedom to work from another location-even an international destination-for up to 30 consecutive calendar days per year
