The Presales Solution Director’s primary responsibility is to work in partnership with Business Development Directors and other Sales resources as assigned/needed to participate in the execution of PowerObjects’ Evaluation Process. This will be done by doing discovery with potential customers, understanding requirements, conducting functional analyses, gap/fit processes and documentation findings and using those findings to build a configured solution demonstration with Microsoft Dynamics 365 Finance & Operations (AX). In addition, the Presales Solution Director will be responsible for developing project estimates and scope statements for proposals. The Presales Solution Director role will also participate as assigned in various sales and marketing related activities such as webinars, internal training, template building, standard demos, etc. Solution Director will also be asked to develop/co-develop and maintain the various tools and assets that are needed to estimate and propose projects, etc. In addition, Presales Solution Director will build and maintain relationships with Microsoft technical selling peers.


Essential Functions

  • Exhibit the Guiding Principles of PowerObjects
  • Work as a Technical Sales Specialist on multiple opportunities at any given time, understand the business purpose behind solution development work and provide useful and constructive feedback to Technical Architects
  • Own presales activities to completion and deliver Proof of Concepts (POC)
  • Ability to understand, communicate and interpret business processes and requirements
  • Prepare business process discovery documents
  • Prepare solution demonstration plans
  • Consult on governance, strategy and transformation — not just operations
  • Provide first-line support for software evaluations and/or pilot projects
  • Create client demos/presentations for Microsoft Dynamics 365 and work closely with the delivery team to develop a solution proposal that includes scope, assumptions, implementation plan, technology solution option and recommendations, in addition to price estimate
  • Work as Solution Specialist in the RFP process
  • Perform a Solution Advisory/Solution Architect role in the analysis phase of an CRM implementation
  • Assist organisations in developing a phased approach to their implementation
  • Participate in the transition to the delivery team
  • Actively participate in any sales/skills development or training opportunities/programs offered
  • Support the team at external and internal customer-facing events
  • Read, understand and follow any policies and procedures specific to the sales team as well as the general policies and procedures of PowerObjects
  • Other duties and requirements as needed or assigned

Key Measurements of Performance

  • Successfully partner and work with the Sales and Delivery teams on assigned opportunities
  • Meet or exceed goals as established in the annual sales plan
  • Build and maintain strong working relationships with the appropriate Microsoft team members
  • Master the PowerObjects Proven Process methodology
  • Conduct all business activities in an ethical and prudent manner
  • Update and/or submit all required reports and information within the designated time frame(s)

Required Skills and Experience

  • 6-8 years’ or more experience doing presales with Microsoft Dynamics 365 Customer Engagement/Dynamics CRM or equivalent line of business application
  • Prior experience with software demonstration is a must have
  • Subject matter expert on all aspects of software development based on Microsoft Dynamics CRM and related technologies
  • Experience in all functional aspects of Dynamics 365 online and on-premise version
  • Solutioning on Azure platform will be an added advantage, though not required
  • Excellent communication skills and presence in front of C-Level Executives
  • Ability to effectively and efficiently manage competing priorities
  • Ability to work as a key member of a large bid response team
  • Map customer business problems with end-to-end technology solutions
  • Understand the complex CRM needs of customers across multiple verticals with a focus on Banking and Insurance Verticals