Senior Dynamics 365 Functional Consultant – Solution Advisory & Presales

About the Role

AIM is seeking a commercially minded Dynamics 365 Functional Consultant who can connect business needs with technology, lead compelling customer conversations, and turn opportunities into clearly defined projects.

This role combines business discovery, functional solution design, project scoping, presales, demonstrations, and marketing support. You will work closely with our sales, delivery, and marketing teams to help customers understand the value of Dynamics 365 and establish a practical path to implementation.

The ideal candidate brings experience across ERP and CRM, with deep hands-on expertise in at least one core Dynamics 365 area and the ability to shape solutions across interconnected business processes.

Exceptional presentation and communication skills are a critical success factor. You must be able to engage executives, facilitate productive workshops, explain complex concepts clearly, and deliver persuasive demonstrations grounded in customer needs.

Key Responsibilities

Business Discovery and Solution Design

• Lead discovery workshops with executives, business leaders, and operational teams.
• Understand customer objectives, business processes, pain points, existing systems, and reporting requirements.
• Translate requirements into future-state processes and recommended Dynamics 365 capabilities.
• Conduct fit-gap assessments, prioritizing standard functionality and identifying justified extensions or integrations.
• Define phased implementation roadmaps with clear outcomes, priorities, and dependencies.
• Collaborate with specialists and technical architects to validate cross-application, integration, security, and data migration requirements.

Project Scoping and Estimation

• Develop statements of work covering deliverables, assumptions, exclusions, customer responsibilities, and acceptance criteria.
• Break projects into workstreams and estimate functional effort, collaborating with technical and delivery leads to validate the overall plan.
• Identify risks, dependencies, resource requirements, and factors that could affect cost or timelines.
• Recommend implementation phases that balance business value, budget, and delivery capacity.
• Ensure a complete handover from sales to delivery, maintaining alignment between customer expectations and project commitments.

Presales, Presentations, and Demonstrations

• Partner with sales to qualify opportunities and assess customer needs and solution fit.
• Lead executive presentations that connect Dynamics 365 capabilities to business priorities.
• Build and deliver tailored demonstrations reflecting the customer’s industry, processes, and challenges.
• Use clear storytelling to explain how a solution improves day-to-day work and business performance.
• Respond confidently to questions, manage objections, and communicate tradeoffs honestly.
• Clearly distinguish standard functionality from configurations, integrations, and custom development.
• Contribute to proposals, RFP responses, executive presentations, and customer workshops.
• Maintain reusable demonstration environments, scripts, and business scenarios.
• Support licensing discussions alongside licensing specialists.

Marketing and Practice Development

• Collaborate with marketing to create solution one-pagers, presentations, webinars, demo videos, and campaign content.
• Translate technical capabilities into compelling business use cases and customer outcomes.
• Present at customer events, partner sessions, and webinars.
• Help develop repeatable assessments, implementation packages, and industry-specific offerings.
• Bring customer insights and recurring requirements into AIM’s service development process.

Delivery Collaboration

• Support functional design, configuration, testing, training, and adoption where required.
• Maintain continuity between the proposed solution and implementation.
• Help resolve functional questions and assess change requests during delivery.
• Mentor junior consultants and improve discovery, documentation, and demonstration standards.

Required Experience and Qualifications

• Typically 5+ years of Dynamics 365 functional consulting experience, including multiple completed implementations.
• Ideally, experience across both ERP and CRM, with deep hands-on expertise in at least one core area:
  • ERP: Business Central or Finance and Supply Chain Management.
  • CRM and service applications: Sales, Customer Service, Field Service, or Project Operations.
• Ability to lead discovery across interconnected business processes, scope cross-application solutions, and engage specialists where deeper expertise is required.
• Demonstrated experience leading discovery workshops, fit-gap assessments, tailored demonstrations, and project scoping.
• Strong understanding of business processes within the candidate’s primary area of expertise.
• Experience producing clear requirements, process maps, functional designs, proposals, and statements of work.
• Familiarity with Power Platform and the role of automation, analytics, and integrations within Dynamics 365 solutions.
• Ability to work independently and collaborate effectively with sales, technical, delivery, and marketing teams.

Critical Success Factor: Presentation and Communication

The successful candidate must demonstrate:

• Executive presence: Confidence and credibility when engaging senior decision-makers.
• Clear communication: Ability to explain complex business and technology concepts in accessible language.
• Compelling demonstrations: Ability to tell a coherent story through customer-specific workflows and outcomes.
• Strong facilitation: Ability to ask thoughtful questions, listen actively, manage discussions, and build alignment.
• Persuasive business writing: Ability to produce clear proposals, scopes of work, presentations, and marketing content.
• Audience awareness: Ability to adapt the level of detail and message for executives, business users, and technical teams.
• Commercial judgment: Ability to communicate value, address objections, and set realistic expectations.

Candidates should be prepared to deliver a short solution presentation or demonstration and discuss how they would scope a customer opportunity as part of the interview process.

Preferred Qualifications

• Experience within a Microsoft partner or consulting organization.
• Relevant Microsoft certifications.
• Experience with legacy ERP or CRM migrations.
• Familiarity with Microsoft Fabric, Copilot, and agent-based business scenarios.
• Experience developing packaged services, industry solutions, or marketing content.
• Background in finance, accounting, supply chain, professional services, or customer operations.

What Success Looks Like

• Customers understand the proposed solution, its business value, and the implementation approach.
• Presentations and demonstrations build confidence and advance qualified opportunities.
• Scopes of work contain realistic estimates, clear assumptions, and achievable commitments.
• Delivery teams receive complete, actionable handovers.
• Sales and marketing gain reusable assets that strengthen customer engagement.
• AIM develops a more repeatable and scalable Dynamics 365 practice.

Who Will Thrive in This Role

You combine functional expertise, commercial judgment, and outstanding communication. You can move confidently from an executive conversation to a detailed process workshop, then translate what you have learned into a compelling demonstration and a well-defined project scope. You take ownership and understand the delivery implications of the commitments you make.

Originally posted on Himalayas