Presales D365 CE Solutions Architect at BDO USA

Job description

Job Summary: The Presales Solution Architect - Dynamics 365 Customer Engagement, Power Platform, and Microsoft AI is responsible for leading presales solutioning efforts within the Enterprise Business Applications practice. This role serves as the primary functional and technical advisor during the sales cycle, partnering with account executives, delivery leadership, alliance stakeholders, and prospective clients to understand business requirements, develop solution strategies, deliver tailored demonstrations, support scoping, and contribute to proposals and estimates. This position architects solutions spanning the Dynamics 365 Customer Engagement applications, the Microsoft Power Platform, and Microsoft AI capabilities, including Copilot in Dynamics 365, Microsoft 365 Copilot and Copilot Cowork, agents built with Copilot Studio, and custom AI solutions built on Azure AI Foundry. This position helps shape practical, scalable, and competitive solutions that align client priorities, implementation considerations, and commercial objectives. The role also supports practice growth through mentorship, reusable assets and demonstration accelerators, internal enablement, and continuous improvement of presales standards. Job Duties: • Leads functional and technical presales activities for Dynamics 365 Customer Engagement, Power Platform, and Microsoft AI opportunities from initial discovery through deal close • Partners with account executives and client stakeholders to identify business needs, pain points, current-state processes, system landscape, and future-state goals • Translates business requirements into solution recommendations across the Dynamics 365 Customer Engagement applications, including Sales, Customer Service, Contact Center, Field Service, Customer Insights - Journeys, Customer Insights - Data, Project Operations, and Customer Voice • Determines whether requirements are best addressed through out-of-the-box configuration, low-code extension on the Power Platform, or custom development and integration, and clearly communicate the trade-offs of each approach • Develops solution strategies aligned with client priorities, business outcomes, budget, timeline, and delivery risk • Designs and delivers tailored Dynamics 365, Power Platform, and Copilot demonstrations that clearly map platform capabilities to client needs and desired outcomes for both executive and functional audiences • Builds and maintains demonstration environments, data sets, scripts, reusable assets, and industry-specific demo scenarios • Architects proposed solutions spanning Dynamics 365 Customer Engagement, Dataverse, Power Apps, Power Automate, Power Pages, Power BI, Copilot Studio, AI Builder, and Azure integration and data services • Advises clients on how Microsoft AI can support business applications, including Copilot capabilities embedded in Dynamics 365, Microsoft 365 Copilot and Copilot Cowork, custom agents built with Copilot Studio, and solutions built on Azure AI Foundry • Assesses client data, security, licensing, and governance readiness for AI adoption, and incorporate data grounding, responsible AI, and environment governance considerations into proposed solutions • Leads scoping sessions and develop Statements of Work, Level of Effort estimates, implementation assumptions, and pricing support materials in collaboration with delivery and practice leadership • Contributes to proposals, RFPs, and RFIs, including solution architecture, implementation approach, scope, and licensing considerations • Advises on Dynamics 365 and Power Platform licensing strategy, including application, edition, capacity, add-on, and user recommendations, as well as consumption-based costs for Copilot and Azure AI services • Partners with delivery teams and subject matter experts to ensure proposed solutions are realistic, scalable, and accurately estimated • Supports transition from sales to implementation by documenting and communicating discovery findings, scope, assumptions, risks, and client context • Builds strong relationships with client executives, process owners, Microsoft representatives, alliance stakeholders, sales teams, and delivery leaders • Supports joint pursuits with Microsoft, including alignment to Microsoft solution plays, partner programs, and co-sell activities • Maintains current knowledge of Microsoft release waves, product roadmap, licensing changes, partner ecosystem, and emerging AI capabilities • Articulates BDO's value proposition, delivery methodology, and competitive differentiation • Supports internal opportunity reviews, solution quality reviews, pipeline discussions, and presales enablement activities • Mentors consultants and presales team members on discovery, demonstration delivery, solution design, and scoping practices • Travels up to 50%, as needed • Other duties as required Supervisory Responsibilities: • Coordinates contributors across sales, delivery, industry, alliance, and technical teams • Reviews the quality of demonstrations, estimates, proposals, and scope deliverables • Mentors and develops senior consultants and other team members involved in presales activities Qualifications, Knowledge, Skills, and Abilities: Education • Bachelor's degree, required • Bachelor's Degree in Business, Information Systems, or Computer Science, preferred Experience • Eight (8) or more years of business applications consulting, CRM or business process analysis, and Dynamics 365 Customer Engagement solution design and implementation experience, required • Five (5) or more years of hands-on Dynamics 365 Customer Engagement and Power Platform configuration, solution design, and extension experience, required • Three (3) or more years of experience in a presales solution architect, solution consultant, or technical sales role supporting Microsoft business applications, required • Experience supporting presales activities, including discovery, demonstrations, solution architecture, scoping, estimates, proposals, and sales-to-delivery handoffs, required • Experience designing, demonstrating, or delivering AI-enabled business application solutions using Copilot, Copilot Studio agents, or Azure AI services, required • Experience leading full life cycle Dynamics 365 Customer Engagement implementations, including integration, data migration, and reporting workstreams, required • Client-facing consulting experience advising executive and functional stakeholders on business process and technology decisions, preferred • Experience in one or more target industries including life sciences, manufacturing and distribution, professional services, nonprofit, or private equity-backed companies, preferred • Experience working within a Microsoft partner or systems integrator and collaborating with Microsoft sales and alliance teams, preferred License(s)/Certification(s) • Microsoft Certified: Power Platform Solution Architect Expert, preferred • Microsoft Certified: Dynamics 365 Sales, Customer Service, or Field Service Functional Consultant Associate, preferred • Microsoft Certified: Power Platform Functional Consultant Associate or Power Platform Developer Associate, preferred • Microsoft Certified: Azure AI Engineer Associate, Azure AI Fundamentals, or an equivalent AI credential, preferred Software • Microsoft Dynamics 365 Customer Engagement, including Sales, Customer Service, Contact Center, Field Service, Customer Insights - Journeys, Customer Insights - Data, Project Operations, and Customer Voice, required • Microsoft Power Platform, including Power Apps (model-driven and canvas), Power Automate (cloud flows and desktop flows), Power Pages, Power BI, Dataverse, AI Builder, and Copilot Studio, required • Microsoft AI capabilities supporting business applications, including Copilot in Dynamics 365, Microsoft 365 Copilot, Copilot Cowork, and Azure AI Foundry, required • Power Platform administration and application lifecycle management, including managed environments, solutions, and the Power Platform admin center, required • Microsoft 365, Microsoft Teams, and SharePoint, required • Microsoft Azure integration and data services, including Azure Functions, Logic Apps, API Management, Azure Data Factory, and Microsoft Fabric, preferred • Dynamics 365 Finance and Supply Chain Management or other ERP platforms, for cross-application solutioning, preferred • Azure DevOps or comparable backlog and work item management tooling, preferred • CRM and proposal support tools, preferred Language(s) • N/A Other Knowledge, Skills & Abilities • Robust knowledge of business processes across sales, marketing, customer service, contact center, field service, and project delivery, and the ability to map those processes to Dynamics 365 Customer Engagement capabilities • Strong understanding of Power Platform capabilities and boundaries, including when to configure, extend with low-code, or build custom, and the governance, licensing, and performance implications of each approach • Working knowledge of how Copilot, Copilot Studio agents, Copilot Cowork, and Azure AI Foundry can be applied to business application scenarios, including data grounding, agent design, security and access considerations, consumption-based costs, and responsible AI practices • Strong discovery, facilitation, analytical, problem-solving, solution design, documentation, and estimation skills • Excellent presentation and demonstration skills, with the ability to simplify complex functional and technical concepts for executive and business audiences • Demonstrated ability to build and deliver compelling, story-driven live demonstrations, including preparing demonstration environments, data, and scripts tailored to a client's industry and use cases • Excellent written and verbal communication, interpersonal, and client relationship skills • Ability to balance client requirements, platform capabilities, implementation effort, risk, timeline, and commercial considerations • Ability to recognize solution gaps and collaborate with technical resources on customization, integrations, data migration, and reporting approaches • Ability to establish credibility quickly and serve as a trusted advisor to executive stakeholders on Microsoft business applications and AI adoption • Ability to manage multiple concurrent opportunities and priorities in a fast-paced, sales-oriented environment • Ability to travel at least fifty percent (50%) of the time, required • Collaborative, accountable, detail-oriented, and comfortable operating across sales, delivery, alliance, and client teams Keywords: Dynamics 365, Dynamics 365 Customer Engagement, CRM, Sales, Customer Service, Contact Center, Field Service, Customer Insights, Project Operations, Power Platform, Power Apps, Power Automate, Power Pages, Power BI, Dataverse, Copilot, Copilot Studio, Copilot Cowork, Microsoft 365 Copilot, Azure AI Foundry, AI agents, presales, solution architect, solution consultant, demonstrations, scoping, estimating, proposals, Microsoft alliance, business applications Individual salaries that are offered to a candidate are determined after consideration of numerous factors including but not limited to the candidate’s qualifications, experience, skills, and geography. National Range: $150,000 - $240,000 Maryland Range: $150,000 - $240,000 NYC/Long Island/Westchester Range: $150,000 - $240,000

Requirements

Must-haves

Leads functional and technical presales activities for Dynamics 365 Customer Engagement, Power Platform, and Microsoft AI opportunities from initial discovery through deal close
Partners with account executives and client stakeholders to identify business needs, pain points, current-state processes, system landscape, and future-state goals
Develops solution strategies aligned with client priorities, business outcomes, budget, timeline, and delivery risk
Designs and delivers tailored Dynamics 365, Power Platform, and Copilot demonstrations that clearly map platform capabilities to client needs and desired outcomes for both executive and functional audiences
Builds and maintains demonstration environments, data sets, scripts, reusable assets, and industry-specific demo scenarios
Architects proposed solutions spanning Dynamics 365 Customer Engagement, Dataverse, Power Apps, Power Automate, Power Pages, Power BI, Copilot Studio, AI Builder, and Azure integration and data services
Assesses client data, security, licensing, and governance readiness for AI adoption, and incorporate data grounding, responsible AI, and environment governance considerations into proposed solutions
Leads scoping sessions and develop Statements of Work, Level of Effort estimates, implementation assumptions, and pricing support materials in collaboration with delivery and practice leadership
Contributes to proposals, RFPs, and RFIs, including solution architecture, implementation approach, scope, and licensing considerations
Advises on Dynamics 365 and Power Platform licensing strategy, including application, edition, capacity, add-on, and user recommendations, as well as consumption-based costs for Copilot and Azure AI services
Partners with delivery teams and subject matter experts to ensure proposed solutions are realistic, scalable, and accurately estimated
Supports transition from sales to implementation by documenting and communicating discovery findings, scope, assumptions, risks, and client context

Nice-to-haves

Bachelor's Degree in Business, Information Systems, or Computer Science, preferred
Client-facing consulting experience advising executive and functional stakeholders on business process and technology decisions, preferred
Experience in one or more target industries including life sciences, manufacturing and distribution, professional services, nonprofit, or private equity-backed companies, preferred
Experience working within a Microsoft partner or systems integrator and collaborating with Microsoft sales and alliance teams, preferred
Microsoft Certified: Power Platform Solution Architect Expert, preferred
Microsoft Certified: Dynamics 365 Sales, Customer Service, or Field Service Functional Consultant Associate, preferred
Microsoft Certified: Power Platform Functional Consultant Associate or Power Platform Developer Associate, preferred
Microsoft Certified: Azure AI Engineer Associate, Azure AI Fundamentals, or an equivalent AI credential, preferred
Microsoft Azure integration and data services, including Azure Functions, Logic Apps, API Management, Azure Data Factory, and Microsoft Fabric, preferred
Dynamics 365 Finance and Supply Chain Management or other ERP platforms, for cross-application solutioning, preferred
Azure DevOps or comparable backlog and work item management tooling, preferred
CRM and proposal support tools, preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiazureapi

Platform: oracle-cloud
Effort: medium