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 obj