Cambay Solutions
D365 Business Central Pre-Sales Specialist
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About Cambay Solutions
Cambay Solutions is a Microsoft Solutions Partner specializing in Azure, Dynamics 365, Microsoft 365, Power Platform, and Cloud Modernization. Recognized as one of the 50 Most Promising Microsoft Solutions Providers by CIO Review and certified as a Great Place to Work®, we help organizations transform their business through People, Process, and Technology.
Position Overview
We are looking for an experienced D365 Business Central Pre-Sales Specialist to support our sales and consulting teams in identifying, qualifying, and converting Microsoft Dynamics 365 Business Central opportunities.
The ideal candidate will combine strong Business Central functional knowledge, business process understanding, solution consulting, and client-facing pre-sales skills. The role will involve working closely with prospects to understand their business challenges, demonstrate Business Central capabilities, develop solution approaches, and create compelling proposals and presentations.
Microsoft Business Central supports key business areas including Finance, Sales, Purchasing, Inventory, Supply Chain, Manufacturing, Warehousing, Projects, and Service Management.
Key Responsibilities
Pre-Sales & Solution Consulting
- Partner with Account Executives and Sales teams throughout the sales cycle.
- Participate in discovery sessions, workshops, requirement gathering, and client meetings.
- Analyze customer business requirements and map them to Dynamics 365 Business Central capabilities.
- Identify business process gaps and recommend appropriate Business Central solutions.
- Develop high-level solution architectures, process flows, and implementation approaches.
- Conduct product demonstrations and proof-of-concept sessions.
- Translate technical and functional capabilities into business value for clients.
- Identify opportunities for Business Central extensions, ISV solutions, Power Platform, Copilot, and Microsoft ecosystem integrations.
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Business Central Expertise
- Demonstrate strong knowledge of Business Central functional areas, including:
- Financial Management
- General Ledger, AP/AR and Fixed Assets
- Sales & Purchasing
- Inventory & Warehouse Management
- Supply Chain Management
- Manufacturing
- Project/Job Management
- Service Management
- Budgeting and Reporting
- Intercompany and Multi-Currency
- Understand Business Central integrations with Microsoft 365, Power Platform, Power BI, Teams, Outlook, Excel, and other business applications.
- Understand Business Central cloud capabilities, extensions, AppSource solutions, and integration possibilities.
Proposal & RFP Support
- Prepare responses to RFPs, RFIs, and client questionnaires.
- Develop Statements of Work (SOW), solution proposals, presentations, estimates, and effort assumptions.
- Collaborate with functional consultants, technical architects, developers, project managers, and delivery teams.
- Support estimation of implementation effort, licensing requirements, resources, timelines, and delivery approach.
- Participate in proposal presentations and client negotiations.
Client Engagement
- Conduct executive-level and business-user presentations.
- Build trusted relationships with prospects and stakeholders.
- Clearly communicate the benefits, capabilities, limitations, and implementation considerations of Business Central.
- Understand industry-specific requirements and recommend appropriate solutions.
- Support transition from pre-sales to delivery after contract award.
Required Skills & Experience
- 5+ years of experience in Microsoft Dynamics ERP/Business Central, preferably with significant pre-sales experience.
- Strong hands-on functional understanding of Dynamics 365 Business Central.
- Experience working with Microsoft Dynamics NAV and/or Business Central implementations.
- Proven experience in pre-sales, solution consulting, discovery, demonstrations, and proposal development.
- Strong understanding of ERP business processes.
- Experience preparing RFP/RFI responses, proposals, estimates, and SOWs.
- Excellent presentation, communication, negotiation, and stakeholder-management skills.
- Ability to translate complex technical concepts into clear business outcomes.
- Experience working with distributed/global sales and delivery teams.
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Preferred Qualifications
- Microsoft Dynamics 365 Business Central certification(s).
- Experience with AL, extensions, APIs, integrations, and Business Central technical architecture.
- Knowledge of Power Platform, Power Automate, Power BI, Copilot, and Microsoft 365.
- Experience with Business Central migrations/upgrades from Dynamics NAV.
- Experience with ISV/Marketplace solutions.
- Industry experience in manufacturing, distribution, professional services, retail, or other SMB/mid-market sectors.
- Experience working with Microsoft Partner organizations.
Key Performance Indicators
- Business Central opportunities supported and converted.
- Pre-sales win/conversion rate.
- Number and quality of successful demonstrations.
- Proposal/RFP turnaround and quality.
- Revenue/pipeline influenced.
- Client satisfaction during the pre-sales process.
- Accuracy of solution estimates and scope.
- Successful transition of won opportunities to delivery.
Ideal Candidate
The ideal candidate is a Business Central functional expert who can also sell and present. They should be comfortable moving between a business discovery conversation with a CFO/COO, a detailed functional discussion with an ERP team, and a solution presentation with an executive stakeholder.
The candidate should be able to take a customer statement such as “Our finance, inventory, and order management processes are disconnected” and turn it into a clear Business Central solution, demonstration, implementation approach, and business-value proposition.
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