Why SoftwareOne?
SoftwareOne is a global provider of software and cloud solutions. With a presence in over 70 countries and more than 12,000 professionals, we help organizations optimize software investments, modernize applications, and unlock the value of cloud, data, and AI.
Our people are at the core of everything we do. We enable collaboration across borders, continuous learning, and opportunities to grow in a fast-evolving technology landscape. Whether your focus is on technology, customer success, or business operations, your ideas matter, and your contributions make a difference.
Join a global team where you can build your skills, work with leading technologies, and make a real impact for our customers.
The role
Job Summary
The Microsoft Copilot Presales Specialist is responsible for driving customer adoption of Microsoft Copilot solutions by connecting business challenges to AI-powered outcomes. Working closely with Account Managers, Customer Executives, Licensing Specialists, Solution Architects, Microsoft field teams, and Data & AI Specialists, this role identifies, qualifies, and advances customer opportunities focused on Microsoft 365 Copilot, Copilot Studio, AI Agents, and Copilot-led business transformation. The role requires a practical understanding of how Microsoft Fabric, Azure AI, Power Platform, and related Microsoft workloads can support Copilot scenarios, while partnering with the appropriate specialists when customer needs extend into Data & AI, application modernization, or platform-specific solution design.
Note: SoftwareOne is an AI-forward company. We actively use AI across our business to improve productivity, decision-making, and outcomes, and we are intentional about hiring people who are curious, hands-on, and eager to leverage AI as technology evolves.
Role & Responsibilities
- Identify, qualify, and advance Microsoft Copilot and AI opportunities across existing and new customer accounts, building a healthy pipeline aligned with customer priorities and SoftwareOne's growth objectives.
- Partner with Account Managers and Customer Executives to develop account strategies, pipeline growth plans, and demand-generation activities focused on Microsoft Copilot and AI solutions.
- Engage business and technology stakeholders to uncover strategic objectives, operational challenges, productivity gaps, and AI transformation priorities, translating customer needs into relevant Microsoft solutions.
- Lead customer discovery, envisioning sessions, workshops, assessments, and executive briefings to identify high-value AI use cases, readiness gaps, licensing considerations, and success criteria.
- Position Microsoft Copilot as part of a broader Microsoft AI strategy, connecting Microsoft 365 Copilot, Copilot Studio, AI Agents, Power Platform, Microsoft Fabric, and Azure AI to measurable business outcomes while engaging technical specialists when deeper expertise is required.
- Develop compelling business cases, solution roadmaps, executive presentations, and value realization frameworks that demonstrate the business impact of AI investments, including productivity gains, workflow automation, improved employee experience, and operational efficiency.
- Guide customers through AI readiness and adoption considerations, including governance, security, compliance, change management, executive sponsorship, stakeholder alignment, and strategies for moving initiatives from pilot to production.
- Coordinate cross-functional technical resources to develop demonstrations, proof-of-value engagements, pilots, funded initiatives, and solution recommendations that accelerate customer decisions and adoption.
- Build strong relationships with Microsoft sellers, specialists, and Partner Development Managers to leverage co-sell opportunities, Microsoft funding programs, assessments, and partner incentives that accelerate customer engagement and investment.
- Serve as a subject matter expert and internal AI advocate, staying current on Microsoft Copilot, Copilot Studio, AI Agents, Microsoft 365, and the broader Microsoft AI ecosystem while delivering enablement sessions and sharing best practices with sales, presales, and customer success teams.
- Maintain accurate opportunity data, activities, and forecasting in Salesforce, while contributing reusable sales assets, success stories, competitive insights, and best practices that support SoftwareOne's Microsoft AI strategy.
5% for potential occasional travel to visit customers or internal meetings.
What we need to see from you
What you offer
- Demonstrated experience using AI in a practical, applied way - such as improving workflows, automating tasks, enabling better decision‑making, or increasing impact in prior roles. This does not require deep technical or engineering expertise in AI; we value applied use, experimenting, and a mindset of curiosity and continuous learning.
- 5+ years of experience in Microsoft sales, presales, consulting, solution specialist, or other customer-facing technology roles, with a demonstrated ability to influence complex technology decisions.
- Strong experience with Microsoft technologies, particularly Microsoft 365, Modern Work, Copilot, Power Platform, Security, or related solutions. Familiarity with Azure, Data & AI, Microsoft Fabric, and Azure AI is highly beneficial.
- Strong understanding of Microsoft Copilot and AI capabilities, including Microsoft 365 Copilot, Copilot Studio, AI Agents, and how these solutions can support broader AI transformation initiatives.
- Demonstrated experience engaging and presenting to executive, business, and technology stakeholders, including the ability to facilitate strategic conversations with CIO, CTO, CDO, HR, Finance, Operations, and business leadership teams.
- Proven ability to lead discovery, AI readiness, and business outcome conversations, identifying customer challenges and translating them into relevant Microsoft solutions and actionable AI strategies.
- Strong business acumen and value-selling capabilities, including experience developing business cases, value propositions, ROI models, solution narratives, or value realization frameworks that connect technology investments to measurable outcomes.
- Understanding of AI adoption and transformation considerations, including productivity, automation, governance, security, compliance, change management, user adoption, and organizational readiness.
- Strong commercial awareness and understanding of the technology sales lifecycle, including opportunity identification, qualification, pipeline development, conversion, expansion, and customer value realization.
- Demonstrated ability to collaborate across cross-functional teams, including sales, presales, solution architecture, licensing, delivery, customer success, Microsoft, and partner teams to advance complex customer opportunities.
- Excellent communication and relationship-building skills, with the ability to simplify complex technical concepts into compelling business value and establish trusted-advisor relationships with stakeholders at multiple levels.
- Curiosity and a continuous-learning mindset, with demonstrated practical use of AI to improve productivity, automate tasks, support decision-making, or enhance business processes. Microsoft certifications such as MS-900, AZ-900, AI-900, PL-900, DP-600, Microsoft Copilot for Microsoft 365, Microsoft Applied Skills: Copilot Studio, or related certifications are preferred. Experience with Copilot deployments, Copilot Studio, AI Agents, adoption planning, change management, or business value consulting is strongly preferred.
The preceding job profile has been designed to indicate the general nature and level of work
performed by associates within this role. It is not designed to contain or be interpreted as a
comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
Success Criteria
- Revenue influenced through Microsoft Copilot-led opportunities, including qualified expansion paths into adjacent Microsoft workloads through collaboration with the appropriate specialist teams.
- Customer adoption, expansion, and value realization for Microsoft Copilot-led initiatives, including Microsoft 365 Copilot, Copilot Studio, and AI Agent scenarios, with effective orchestration of Data & AI, Power Platform, Azure AI, or Microsoft Fabric specialists when adjacent opportunities are identified.
Organizational Alignment
- Collaborate closely with Account Management, Presales, Solution Architecture, Delivery, Licensing, and Microsoft teams to advance Copilot and AI opportunities and deliver a seamless customer experience.
- Contribute to a culture of shared accountability, innovation, collaboration, and continuous learning while supporting SoftwareOne's strategy to accelerate customer AI adoption and maximize the value of Microsoft investments.
- This role reports to the Hyperscaler Presales Director.
What we offer
Generous pay with bonus structure (quarterly or bi-annual depending on the role)
Independent environment without a lot of red tape where you are empowered to make decisions
Substantial benefits package that includes:
Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
401k program with employer matching 50% up to the first 10% of employee's contributions
Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
Access to EAP and concierge services plus pre-paid legal at no cost
Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
Employee stock purchase plan
Learning and development opportunities galore, tuition reimbursement, and much more!
Specific to Nashville and Milwaukee-based office employees: company-paid parking
Winning culture, inclusive environment, and friendly people all over the world
A remote-friendly organization, with colleagues working remotely either part or full-time
Target compensation for this role will be $100K - $115K USD(mix of base salary and bonus). Actual offers may be higher or lower than this range and will be determined based on a variety of factors, including (but not limited to) candidates' qualifications, experience, education, and work location.
We are not able to consider candidates residing in the state of Hawaii currently.
Job Function
Sales
Accommodations
SoftwareOne welcomes applicants from all backgrounds and abilities to apply. If you require reasonable adjustments at any point during the recruitment process, email us at reasonable.accommodations@softwareone.com.
Please include the role for which you are applying and your country location. Someone from our organization that is not part of the decision-making process will be in touch to discuss your specific needs and we will make every effort to accommodate you. Any information shared will be stored securely and treated in the strictest of confidence in line with GDPR.
At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Additionally, we encourage experienced individuals that have taken an intentional career break and are now prepared to return to work to explore our SOAR program.