Sr. Presales Engineer
Senior Presales Engineer
Location: Phoenix, AZ or Remote
Travel Requirement: Up to 10% (Client and Microsoft Events)
Reports To: Vice President of DI & Service Engagement, SVP & CISO
Role Overview
The Senior Presales Engineer is a business-centered technical strategist who partners with the sales team to guide clients through data, AI, and cloud modernization service offerings. This role leads discovery conversations, frames business problems, shapes solution direction, and presents consulting services in a thoughtful, methodical, and governance-aware manner.
With strong acumen across Microsoft's AI, data, and cloud ecosystem (Azure AI, Copilot, Fabric, Power Platform, Purview), the Senior Presales Engineer helps organizations understand how modernization across people, process, and data creates the foundation for successful technology adoption.
Key Responsibilities
1. Technical Presales Leadership
- Lead client-facing discovery sessions to identify business needs, modernization opportunities, data challenges, and organizational behaviors.
- Translate discovery findings into high-level solution approaches aligned with best practices and consulting engagement models.
- Guide clients through AI, analytics, data governance, and cloud capabilities with an emphasis on business value and readiness.
- Develop and deliver presentations, demos, conceptual diagrams, and presales solution narratives tailored to customer needs.
- Contribute to proposals and statements of work by framing problem statements, outlining solution direction, defining scope, and articulating business outcomes.
- Support account executives with scoping, qualification, and value positioning throughout the sales cycle.
2. Sales Cycle Support
- Collaborate with account executives to qualify opportunities and align them with appropriate engagement paths such as discovery, governance, AI readiness, or data modernization services.
- Drive sales momentum for AI and data-focused opportunities through meetings, workshops, and strategic presentations.
- Provide guidance on Microsoft licensing, cloud programs, subscription models, and readiness requirements relevant to proposed solutions.
- Ensure opportunities are framed with clear business value, risk awareness, and cross-functional considerations.
3. Microsoft Partner & Program Alignment
- Support Microsoft Partner Center activities relevant to presales, including incentives, CoSell readiness, CPOR alignment, and alignment with Microsoft programs.
- Stay informed about Microsoft AI, cloud, and analytics programs that influence customer funding, deal acceleration, or strategic positioning.
- Maintain relevant certifications to support credibility in client-facing engagements.
Required Qualifications
Experience
- 5+ years working with Microsoft technologies (Microsoft 365, Azure, Power Platform, or AI solutions).
- Proven experience in presales engineering, technical consulting, or enterprise advisory roles.
- Familiarity with Microsoft AI and data capabilities such as Azure AI, Cognitive Services, Copilot, Fabric, Synapse, Dataverse, and Purview.
- Strong understanding of Microsoft licensing programs and cloud subscription models.
- Demonstrated ability to support sales cycles through discovery, value framing, and proposal development.
Certifications
- Azure AI Engineer, Azure Solutions Architect, or equivalent technical certification.
- Power Platform or Fabric-related certifications (preferred).
- Additional certifications in security, compliance, or data governance are beneficial.
Skills
- Excellent communication, facilitation, and storytelling abilities for both technical and non-technical audiences.
- Strong discovery skills with the ability to identify business challenges, uncover hidden problems, and ask thoughtful questions.
- Confident presenter capable of guiding executive and technical conversations.
- Proficient with CRM systems, partner portals, and cloud management tools.
- Highly organized and able to manage multiple presales activities simultaneously.
Other Attributes
- Willingness to travel up to 25%.
- Strong relationship-building skills and ability to collaborate across sales, technical, and business teams.
- Experience supporting managed services or packaged consulting offerings (preferred).
Preferred Qualifications
- Experience with AI strategy consulting, governance advisory, or data modernization initiatives.
- Familiarity with AI adoption frameworks, data security requirements, and cloud transformation models.
- Experience in industry verticals such as healthcare, finance, engineering, manufacturing, or government.
- Knowledge of competitive cloud and AI platforms (AWS, Google Cloud).
- Advanced degree in a relevant field such as Computer Science, Data Science, Information Systems, or Business (preferred).
Featured Benefits:
- Medical insurance
- Vision insurance
- Dental insurance
- 401(k)
- Paid maternity leave
- Paid paternity leave
- Disability insurance