微软
Digital Solution Engineer - D365 CE
Digital Solution Engineer - D365 CE
发布于 1 天前普通员工/个人贡献者
China, Beijing, Beijing
高级经验
混合式弹性办公
本科
销售与零售
AI 估算 · 35k–55k
微软外企资深技术销售岗位，北京市场，需深厚产品知识和高阶销售技能，薪资竞争力强，通常13-16月薪。
职位详情
关于这个职位
作为微软D365 CE解决方案工程师，你将主导AI驱动的销售与服务领域技术转型，与客户高管深度沟通，通过演示和概念验证赢得技术决策
这是一个技术销售岗位，需要深厚的Dynamics 365产品知识和优秀的沟通能力，帮助客户实现数字化业务转型
最低要求
+ years technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years of technical pre-sales or technical consulting experience OR Master's Degree in Computer Science, Information Technology, or related field AND 5+ years of technical pre-sales or technical consulting experience OR equivalent experience
工作职责
Advance qualified pipeline revenue by demonstrating solution capabilities, addressing technical proof requirements, and securing the customer’s solution design endorsement.
Own the technical win strategy for each opportunity. Engage with Business Decision Makers (BDMs) and Technical Decision Makers (TDMs) to translate their priorities and goals to solution vision by addressing business challenges, prioritized with business value and by leveraging deep Dynamics 365 Sales & Service applications (Sales, Customer Service, Contact Center, Field Service, Customer Insights, and LOB AI Agents) and Copilot Studio expertise to secure technical decision.
Orchestrate customer envisioning workshops, whiteboard design sessions, and compelling technical demos across Dynamics 365 Sales & Service applications (Sales, Customer Service, Contact Center, Field Service, Customer Insights), Copilot Studio, AI Agents.
Lead proof-of-Concept engagements for high-priority scenarios, documenting POC outcomes and mapping customer solution requirements. Translate these findings into detailed technical plans – including migration pathways to D365, recommended migration tools – with clear milestones and risk mitigation strategies, captured in a Technical Close Plan for seamless hand-off to SI partners.
Showcase Microsoft’s unique value in AI-powered business process D365 solutions to win technical decisions against major competitors (e.g. Salesforce, Oracle, IFS, ServiceNow, Amazon Connect). Anticipate and address technical blockers – such as AI-related compliance, privacy, or security concerns – early in the sales process, developing mitigation plans that instill confidence in D365 solutions. Drive proof-based differentiation (architecture design sessions, pilot deployments) to highlight how Dynamics 365 meets customer needs better than the competition, ultimately improving win rates and displacing incumbent solutions.
Leverage the Microsoft partner ecosystem to enhance and scale solution delivery from early stages to assist with complex demos, POCs, and solution builds, ensuring their industry or domain expertise complements the sales strategy. Orchestrate co-selling and co-innovation with partners (including FastTrack, and ISV providers).
Work closely with the Customer Success Unit (CSU)/Partners to ensure customers realize value from their Dynamics 365 investments. Secure a clear deployment plan for every deal, including agreed success metrics and adoption milestones. Drive early adoption of high-value, consumption-based features like Copilot Studio and Dynamics 365 AI Agents by capturing usage intent during pre-sales and incorporating it into the Technical Close Plan.
Commit to ongoing professional development to maintain expert-level product knowledge and strategic sales skills. Complete 100% of required training and certifications by the designated deadlines, demonstrating a willingness to grow and adapt with Microsoft’s innovations. Achieve at least Level 200 proficiency in consultative selling approaches and Level 400 mastery of Dynamics 365 solutions for key workloads (Sales, Service, Field Service, etc.), enabling you to fluently bridge executive business discussions and deep technical dialogues.
Proactively share your insights from wins/losses with broader SE community to scale best practices and learnings.
Acts as a technical thought leader by sharing best practices (e.g., architecture deep dives) and regularly delivering content at readiness events (e.g., Field Advisory Board, Community Calls). Provides insight into how to identify and win opportunities to increase D365 solutions understanding and capabilities.
Address solution architecture considerations and competitive objection handling.
Assist in formalizing the customer proposal.
优先资格
+ years technical pre-sales, technical consulting, or technology delivery, or related experience; Solution pre-sales for business applications and/or SaaS-based
AI 洞察
优缺点分析
优点
- 微软作为全球技术领导者，提供顶级品牌背书和丰富资源
- 接触前沿AI技术（Copilot、AI Agents），持续学习成长
- 混合办公模式，工作灵活性高
- 薪资和福利竞争力强，职业发展路径清晰
- 需要持续保持产品知识更新，培训认证要求严格
- 技术深度和商业敏感度要求高，需平衡两者
缺点 / 挑战
- 销售压力大，需完成配额并应对复杂竞争
- 适合有技术背景且热爱销售挑战的资深人士，喜欢与客户互动、推动创新解决方案，愿意在快速变化的AI领域持续学习
角色解读
- 可向解决方案架构专家或技术销售领导发展，管理更大客户或团队
- 深耕AI+CRM领域，成为行业领域专家（如医药、制造）
- 横向扩展至其他云产品（Azure、Power Platform）或转向产品管理
- 与客户高管沟通，理解其业务需求，设计基于Dynamics 365的AI解决方案
- 主导技术演示、概念验证和架构设计，赢得客户技术决策
- 协调内部团队和合作伙伴，确保解决方案顺利交付和客户成功
- 深厚的Dynamics 365 Sales & Service产品知识（包括Customer Insights、AI Agents）
- 优秀的沟通和演示能力，能面向C-level和高管进行技术交流
- 熟悉竞争格局（如Salesforce、ServiceNow），具备差异化策略制定能力
- 项目管理能力，能独立领导PoC并制定技术计划
申请策略
- 了解微软SME&C部门战略，强调自己对中小企业市场的热情
- 准备一个针对Dynamics 365的解决方案案例，展示如何用AI赋能客户
- 突出Dynamics 365或类似CRM产品的实施或售前经验，具体项目成果
- 量化成就：如赢得的技术决策、客户满意度、销售额提升等
- 展示AI相关项目经验（如Copilot、对话式AI）和认证（如Microsoft认证）
- 强调与合作伙伴协作和复杂方案设计的经历
- 考取微软Dynamics 365相关认证（如MB-800、MB-210）
- 学习Copilot Studio和Dynamics 365 AI Agent功能，尝试搭建Demo
面试指南
- STAR法则：情境、任务、行动、结果，突出你的角色和量化成果
- 客户价值导向：强调解决方案如何解决业务痛点、带来ROI
- 差异化策略：从总拥有成本、AI能力、生态整合等角度对比
- 请用具体例子说明你如何通过技术演示赢得客户技术决策
- 你如何说服客户从Salesforce迁移到Dynamics 365？
- 描述一次你与C-level高管沟通复杂技术概念的经历
- 你如何看待AI在Sales and Service领域的应用？给出一个场景
- 如果你发现竞争对手的解决方案在某个功能上更有优势，你会如何应对？
职位点评
78
综合评分
微软知名品牌，AI前沿技术，高发展性，混合办公，销售压力存在
更适合这类人
适合追求技能成长和前沿技术、愿意接受销售挑战的求职者，对WLB有较高要求者需谨慎。
表现最好
成长发展
相对薄弱
工作生活
薪资福利78
成长发展88
工作生活70
使命价值75
薪资福利
78中等
微软作为顶级外企，薪资水平在行业领先，福利完善，但JD未明确薪资数字，且无额外福利描述，综合评分较高但非最高。
薪资信号未披露（AI估算：35K-55K/月）
成长发展
88较高
该职位核心围绕AI前沿技术，要求持续学习认证，提供丰富培训机会，成长空间大，发展性动机满足程度高。
技术前沿前沿/新兴技术
技术栈Dynamics 365、AI Agents、Copilot、云计算、CRM、客户服务
成长机会ongoing professional development、training and certifications、community、thought leader、readiness events
业务类型profit_center
工作生活
70中等
混合办公模式灵活性较好，北京核心办公地点，但未明确WLB政策，且销售岗位通常有一定压力，整体中等偏上。
工作模式混合式弹性办公
办公地点市区核心地段
加班情况未提及（无法判断）
使命价值
75中等
微软使命驱动，数字化转型具有社会价值，AI领域高速增长，但具体到该岗位更多是商业驱动，意义感中等偏上。
行业发展高速增长赛道
社会影响中性/一般
使命信号empower every person and every organization on the planet to achieve more
创新程度积极采用新技术
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