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Digital Solution Engineer - AI Business Solutions - Job Opportunity at Microsoft

Sydney, Australia
Full-time
Senior
Posted: July 10, 2025
Hybrid
AUD 130,000 - 160,000 per year plus significant performance bonuses and equity compensation. This estimate reflects the senior-level nature of the role, Microsoft's competitive compensation structure, and the premium market rates for AI solution engineering roles in Sydney's technology sector.

Benefits

Hybrid work arrangement with up to 50% work from home flexibility, providing enhanced work-life balance and reduced commuting costs
Industry-leading comprehensive healthcare coverage ensuring premium medical benefits
Extensive educational resources and professional development opportunities for continuous skill enhancement
Employee discounts on Microsoft products and services, providing significant savings on technology investments
Competitive savings and investment programs including retirement planning and financial growth opportunities
Generous maternity and paternity leave policies supporting family planning and work-life integration
Extensive paid time off and vacation benefits promoting employee wellbeing and rest
Corporate giving programs enabling employees to contribute to meaningful causes with company support
Comprehensive networking and professional connection opportunities within Microsoft's global ecosystem
Career advancement opportunities within one of the world's largest technology companies

Key Responsibilities

Drive qualified pipeline revenue advancement through sophisticated solution demonstrations that showcase AI-powered business transformation capabilities, directly impacting multi-million dollar deal closures
Own and execute comprehensive technical win strategies for complex enterprise opportunities, orchestrating cross-functional teams to secure competitive victories in the AI solutions market
Lead high-stakes customer engagements including C-suite executive workshops, technical whiteboard sessions, and strategic solution demonstrations that influence major technology adoption decisions
Architect and deliver proof-of-concept initiatives that validate technical requirements while demonstrating measurable business value, creating compelling business cases for AI transformation
Drive competitive technical decisions by positioning Microsoft's AI-powered Dynamics 365 solutions against major competitors like Salesforce and Oracle, addressing complex technical objections and compliance requirements
Orchestrate strategic partnerships with Microsoft's extensive partner ecosystem, scaling delivery capabilities through co-selling initiatives and co-innovation projects with FastTrack and ISV partners
Ensure customer success through comprehensive deployment planning and success metrics definition, driving early adoption of cutting-edge AI agents and Copilot Studio technologies
Maintain technical excellence through continuous learning and certification achievement, reaching Level 400 technical mastery in Dynamics 365 and advanced consultative selling capabilities
Contribute to organizational knowledge sharing and thought leadership by delivering insights from wins and losses to the global solution engineering community
Support high-value proposal development by addressing complex solution architecture challenges and competitive positioning requirements

Requirements

Education

Bachelor's Degree in Computer Science, Information Technology, or related field OR Master's Degree in Computer Science, Information Technology, or related field

Experience

5+ years technology-related sales or account management experience OR 4+ years of technical pre-sales or technical consulting experience with Bachelor's degree OR 3+ years of technical pre-sales or technical consulting experience with Master's degree AND 5+ years technical pre-sales, technical consulting, or technology delivery experience

Required Skills

Solution pre-sales for business applications and/or SaaS-based company or similar technology Solution pre-sales of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members Solutions pre-sales best practices including discovery, building and crafting solution strategies that differentiate from the competition, value-based selling, identifying, and expanding product opportunities 4+ years' experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management Deep Understanding of Sales and Service Dynamics 365 solutions like Sales, Customer Service, Contact Center, Customer Insights, Field Service, D365 LOB AI Agents and Low Code offerings like Copilot Studio Expert understanding and 1 - 2 years' experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government Broad understanding of commercial cloud offerings, ideally including Microsoft's Dynamics 365 offerings, including competitors and related ecosystems

Certifications

MB-280 Customer Experience Analyst MB-230 Customer Service Functional Consultant MB-240 Field Service Functional Consultant PL-200 Power Platform Functional Consultant
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Sauge AI Market Intelligence

Industry Trends

The AI-powered business applications market is experiencing unprecedented growth, with enterprises increasingly adopting AI agents and intelligent automation solutions to drive digital transformation. Microsoft's positioning in this space through Dynamics 365 and Copilot Studio represents a significant competitive advantage as organizations seek integrated AI capabilities rather than point solutions. Small and medium enterprises are rapidly embracing cloud-based AI solutions, creating a massive market opportunity estimated at over $50 billion globally. The shift from traditional CRM/ERP systems to AI-enhanced business applications is accelerating, with companies seeking solutions that can provide predictive analytics, automated customer service, and intelligent business process optimization. The competitive landscape between Microsoft, Salesforce, and Oracle is intensifying, with AI capabilities becoming the primary differentiator. Organizations are increasingly looking for solution engineers who can demonstrate not just technical capabilities but also strategic business value and competitive positioning in complex enterprise sales cycles.

Role Significance

Typically works within a 3-5 person core sales team including Digital AI Business Process Specialists, with extended collaboration across 10-15 internal stakeholders including partners, engineering teams, and customer success units for major enterprise deals.
This is a senior-level individual contributor role with significant strategic impact, requiring expert-level technical knowledge and the ability to influence C-suite decision makers. The role carries substantial revenue responsibility and requires orchestrating complex sales cycles with multiple stakeholders across large enterprise accounts.

Key Projects

Multi-million dollar AI transformation initiatives for enterprise clients spanning 12-18 month implementation cycles Competitive displacement projects replacing Salesforce or Oracle systems with Microsoft's AI-powered Dynamics 365 solutions Proof-of-concept development for cutting-edge AI agents and Copilot Studio implementations that demonstrate measurable ROI Strategic partnership development with systems integrators and ISVs to scale Microsoft's AI solutions delivery capabilities

Success Factors

Deep technical expertise in Microsoft's AI and business applications ecosystem combined with the ability to translate complex technical capabilities into compelling business value propositions for C-suite executives Exceptional consultative selling skills with proven ability to navigate complex enterprise sales cycles, manage multiple stakeholder relationships, and drive consensus among technical and business decision makers Strong competitive positioning abilities to differentiate Microsoft's AI solutions against established competitors like Salesforce and Oracle, particularly in addressing technical objections and compliance requirements Collaborative leadership skills to orchestrate cross-functional teams including partners, engineering resources, and customer success teams while maintaining accountability for technical win strategies Continuous learning mindset to stay current with rapidly evolving AI technologies and maintain expert-level certifications in Microsoft's expanding portfolio of business applications and AI tools

Market Demand

Extremely high demand with limited qualified candidates. The intersection of AI expertise, enterprise sales experience, and Dynamics 365 technical knowledge creates a highly specialized skill set that commands premium compensation and extensive career opportunities.

Important Skills

Critical Skills

Deep expertise in Microsoft's AI and business applications ecosystem (Dynamics 365, Power Platform, Copilot Studio) is absolutely essential as this knowledge forms the foundation for all customer interactions and technical demonstrations. The rapid evolution of these platforms requires continuous learning and the ability to stay ahead of product development cycles to maintain credibility with technical decision makers. Advanced consultative selling and stakeholder management skills are critical for success in complex enterprise sales cycles where multiple decision makers must be aligned and competitive threats must be neutralized. The ability to facilitate executive-level discussions and translate technical capabilities into business value propositions directly impacts revenue outcomes. Competitive positioning expertise against major players like Salesforce and Oracle is essential for winning enterprise deals, as customers frequently evaluate multiple solutions and require detailed technical and business comparisons. Understanding competitive strengths and weaknesses enables effective objection handling and solution differentiation. Solution architecture and technical design capabilities are fundamental for creating compelling proof-of-concept demonstrations and addressing complex integration requirements. The ability to design scalable, enterprise-grade solutions that address both current needs and future growth requirements is essential for securing technical endorsement from IT leadership.

Beneficial Skills

Industry-specific expertise in financial services, manufacturing, healthcare, retail, or government sectors provides significant competitive advantages in vertical market opportunities and enables more relevant solution positioning and value proposition development Project management and implementation planning skills enhance the ability to support customers through complex AI transformation initiatives and provide confidence in Microsoft's ability to deliver successful outcomes Public speaking and thought leadership capabilities support career advancement and contribute to Microsoft's market presence through conference presentations, webinars, and industry events Data analytics and business intelligence expertise complements AI solution positioning by enabling more sophisticated ROI calculations and business case development for enterprise prospects

Unique Aspects

This role offers direct exposure to Microsoft's cutting-edge AI technologies including Copilot Studio and D365 AI Agents, providing early access to innovations that will shape the future of business applications
The position combines technical depth with strategic business impact, offering the opportunity to influence major enterprise technology decisions while working with C-suite executives across multiple industries
Microsoft's extensive partner ecosystem provides unique opportunities for collaboration and career development beyond traditional corporate boundaries
The role's focus on competitive displacement against established players like Salesforce and Oracle provides valuable experience in high-stakes enterprise sales scenarios
The hybrid work arrangement with international travel opportunities offers exceptional work-life balance while maintaining global career development potential

Career Growth

Typical progression to next-level roles within 2-3 years given the high-growth nature of Microsoft's AI business and the critical importance of this role in driving enterprise AI adoption

Potential Next Roles

Senior Solution Architect focusing on AI and enterprise applications with expanded technical leadership responsibilities AI Business Applications Sales Manager leading teams of solution engineers and specialists Partner Solution Engineering Director managing strategic partnerships and co-selling initiatives Customer Success Director for AI implementations focusing on post-sales value realization Independent AI consulting practice or startup opportunities leveraging Microsoft partnership ecosystem

Company Overview

Microsoft

Microsoft Corporation stands as one of the world's largest and most influential technology companies, with a market capitalization exceeding $2 trillion and a dominant position in cloud computing, productivity software, and artificial intelligence. The company's Business Applications division, which includes Dynamics 365 and Power Platform, represents a rapidly growing segment that generated over $5 billion in annual revenue and is positioned to capture significant market share in the AI-powered business applications space.

Microsoft maintains a leadership position in the enterprise AI market through its comprehensive Azure cloud platform, extensive partner ecosystem, and integrated approach to AI-powered business applications. The company's strategic investments in OpenAI and integration of AI capabilities across its entire product portfolio provide significant competitive advantages in the evolving market landscape.
Microsoft's Australia and New Zealand operations represent a critical growth market with strong government relationships, extensive enterprise customer base, and significant investment in local data centers and AI capabilities. The Sydney office serves as a regional hub for AI solution engineering and partner ecosystem development across the Asia-Pacific region.
Microsoft's transformation under CEO Satya Nadella has created a growth mindset culture that emphasizes collaboration, continuous learning, and customer obsession. The company's commitment to diversity and inclusion, combined with its flexible work arrangements and comprehensive benefits, has established it as a preferred employer for top technology talent globally.
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