Senior Technical Sales Specialist - Azure

Company Description

Hitachi Solutions is a global Microsoft solutions integrator passionate about developing and delivering industry-focused solutions that support our clients to deliver on their business transformation goals. Our industry focus, expertise, and intellectual property is what truly sets us apart. We have earned, and continue to maintain, a strategic relationship with Microsoft. Recognized for our achievements - teaming with our clients to deliver innovative digital solutions and services - is how we have achieved year after year recognition.

As their trusted advisor, we support our clients to deliver on their strategic business initiatives as they unify, automate, and modernize their data and operations to increase efficiency, reduce costs, and enhance their customer’s experience. Our over 3,000 team members across 14 countries, and our 18 years of 100% focus on Microsoft technologies and business applications, is how we deliver excellence through expert services and industry-focused cloud solutions.

As part of Hitachi Limited, our company has a long and rich history of innovation, financial strength, and international presence of one of the world’s largest companies. Since 1910, Hitachi Limited has been a leader in manufacturing innovative products and solutions that support industry and social infrastructure around the globe supported by 303,000 employees in over 100 countries and across 864 companies.

Job Description

Key Responsibilities

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

Required 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.

Preferred Qualifications

• 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.

Core Competencies

• Exceptional written and verbal communication skills, with the ability to translate technical concepts for executive, business, and technical audiences.
• Demonstrated ability to influence without authority across customer stakeholders, delivery teams, and internal leadership.
• Strong facilitation skills across workshops, design sessions, governance forums, and escalation conversations.
• Sound judgment in balancing customer advocacy, delivery feasibility, commercial reality, and long-term supportability.
• Bachelor's degree in Computer Science, Information Systems, Engineering, Business, or equivalent practical experience.

Indicators of Success

• Pursuits you support advance with a clear, credible, and differentiated technical narrative.
• Proposed solutions transition to delivery with scope, assumptions, and design intent intact and achievable.
• Estimates and scope hold up against delivery reality, with minimal renegotiation after close.
• Microsoft field relationships generate qualified co-sell activity and joint pursuit momentum.
• Reusable demo assets and pursuit collateral measurably shorten cycle time on subsequent opportunities.

Work Environment and Travel

• This is a customer-facing role within a distributed, remote-first consulting organization.
• Travel to customer sites, internal meetings, and industry events is expected; travel is up to 40% and varies by engagement.
• Occasional work outside standard business hours may be required to support go-live events, escalations, or customers in other time zones.

Additional Information

Base Salary Pay Range*: $150,000 - $180,000  USD

*The current applicable Base Salary Pay Range for this role is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills relevant to the role, internal equity, alignment with market data, or other law.

We are an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.

NOTE: WHILE THIS ROLE IS REMOTE, YOU MUST BE A US CITIZEN OR ABLE TO WORK WITHIN THE UNITED STATES WITHOUT SPONSORSHIP.

Other Compensation / Benefit Overview 

In addition to Base Salary, the successful candidate may be eligible to participate in the following plans / programs, upon satisfying all hiring requirements:  

• 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  

We are an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

All your information will be kept confidential according to EEO guidelines

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Beware of scams

Our recruiting team may communicate with candidates via our @hitachisolutions.com domain email address and/or via our SmartRecruiters (Applicant Tracking System) domain email address regarding your application and interview requests.  

All offers will originate from our @hitachisolutions.com domain email address. If you receive an offer or information from someone purporting to be an employee of Hitachi Solutions from any other domain, it may not be legitimate.