[Hiring] Senior Technical Sales Specialist - Azure @Hitachi Solutions

Role Description

• 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.

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 across the Microsoft Ecosystem, with working depth in one or more of Dynamics 365, Power Platform, or Azure data and AI services.
• Proven ability to design and deliver tailored demonstrations, proofs of concept, and executive solution walkthroughs.
• Experience developing scope, assumptions, high-level architecture, and effort estimates in partnership with delivery leadership.
• Strong understanding of delivery methodology and implementation realities, sufficient to keep proposed solutions feasible and deliverable.
• Experience contributing technical content to RFP responses, statements of work, and pricing narratives.
• Comfort operating in a fast-moving pursuit environment with competing priorities and compressed timelines.

Requirements

• Microsoft role-based certifications relevant to assigned solution areas.
• Established working relationships with Microsoft field sellers and technical specialists, and experience with co-sell motions.
• Prior hands-on implementation or architecture experience that informs credible technical storytelling.
• Industry depth in one or more of manufacturing, financial services, public sector, retail, or life sciences.
• Experience contributing to marketing campaigns, industry events, or thought leadership content.

Benefits

• Base Salary Pay Range: $150,000 - $180,000 USD
• Bonus Plan
• Medical, Dental and Vision Coverage
• Life Insurance and Disability Programs
• Retirement Savings with Company Match
• Paid Time Off
• Flexible Work Arrangements including Remote Work