Senior Technical Sales Specialist - Azure

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 ac