Senior Solution Principal

Role Description

As a Sr. Solution Principal – Microsoft AI & Innovation, you will be a key presales leader responsible for shaping and selling AI-led professional services across the Microsoft ecosystem. Your remit spans the full Microsoft surface area with a heavy focus on Microsoft Agent 365 and enterprise AI strategy.

• Client consulting & discovery
  • Align into top accounts to build relationships with senior IT and business stakeholders (CIO, CDO, CTO, CISO, Head of Modern Work, and Line-of-Business leaders).
  • Lead AI discovery and readiness workshops to understand current-state Microsoft estate, workplace productivity patterns, data landscape, governance maturity, and agent adoption readiness.
  • Assess the client’s Microsoft footprint to identify pain points and AI opportunities.
  • Translate business objectives into prioritized AI use cases and adoption roadmaps.
• AI strategy & solution architecture
  • Define future-state Microsoft AI architectures.
  • Shape enterprise AI strategy, defining how agents are identified, owned, secured, and scaled.
  • Position Microsoft Agent 365 as the control plane for AI agents.
  • Recommend responsible-AI and Zero Trust patterns.
  • Craft outcome-focused solution narratives that connect AI investments to business value.
  • Collaborate with technical SMEs to validate feasibility, sizing, and delivery approach.
• SOW creation & deal structuring
  • Lead the creation of professional services proposals and SOWs across the Microsoft AI portfolio.
  • Define scope, deliverables, assumptions, and client responsibilities.
  • Design deal structures that meet internal margin targets.
  • Work with resource management and delivery leaders to develop realistic staffing and ramp plans.
  • Ensure SOWs adhere to Insight’s standards and risk controls.
• Sales collaboration & pipeline support
  • Engage with sellers to refine understanding of client needs.
  • Support account teams in early-stage opportunity shaping.
  • Represent client needs across all Insight capabilities.
  • Support sellers in executive presentations and proposal walkthroughs.
  • Participate in internal deal reviews with Insight leadership.
• Partner engagement & offerings
  • Develop strong working relationships with Microsoft field and product teams.
  • Leverage Microsoft partner incentives and funding to accelerate AI opportunities.
  • Provide feedback into Insight’s Microsoft AI offerings based on client demand.
• Governance, quality & reporting
  • Own solutions for assigned opportunities end-to-end.
  • Actively track Microsoft AI opportunities being worked.
  • Contribute to continuous improvement of presales artifacts.

Qualifications

• Minimum of 10 years in technology roles such as Solution Architect, AI/Cloud Architect, Modern Work Architect, App Development Lead, or Data & AI Architect.
• Demonstrated presales or sales engineering experience for professional services.
• Proven track record designing and/or delivering solutions on the Microsoft Cloud.
• Hands-on familiarity with agentic AI and the emerging Microsoft agent stack.
• Experience positioning AI responsibly, including governance, security, and compliance considerations.

Requirements

• Strong understanding of the Microsoft AI landscape across four pillars: Modern Work, Capability, Application Development, Data & AI.
• Depth in enterprise AI governance and Agent 365.
• Ability to assess a client’s AI maturity and propose pragmatic, phased roadmaps.
• Strong understanding of clients’ IT and business decision-making process.
• Financial acumen: understanding of pricing, deal economics, business case development, and ROI in the context of AI programs.
• Excellent communication skills.

Benefits

• Full medical, dental, and vision benefits.
• Bonus incentives.
• Company 401(k) match.
• Freedom to work from another location for up to 30 consecutive calendar days per year.