M365 Modern Work Specialist (pre-sales)

About Workflo Solutions

Workflo Solutions is a Scottish MSP and Microsoft partner delivering managed IT services and modern workplace solutions to SME’s across Scotland. We are investing in a structured Modern Work and AI practice, building the capability to run discovery, scoping, and implementation of Microsoft’s suite of modern work solutions including automation and AI to help clients move from curiosity to deployed value with Microsoft Copilot and the Power Platform.

The Role

We are looking for a Modern Work specialist to sit at the front of our Microsoft AI and automation conversations. This is a customer-facing advisory role, not a delivery role, your job is to identify opportunities, run discovery, and build the architecture and business case for solutions that our delivery team then implements.

You will be the person who can walk into a boardroom and explain what Copilot will actually do for a business and map their manual processes to automated workflows. You’ll translate hype into practical next steps and help clients move from "we've heard about AI" to a scoped, costed engagement. You’ll also run webinars and in-person sessions to give customers and prospects product overviews and run Co-Pilot readiness and adoption programs.

This role is new at Workflo. You will shape how it works.

Key Responsibilities

Discovery and Opportunity Development

- Lead discovery workshops and readiness assessments across Copilot, Power Automate, and broader M365 - covering technical environment, data governance, security posture, and business use cases

- Identify and Copilot and automation opportunities within new and existing accounts

- Conduct Microsoft Copilot readiness assessments as paid, billable engagements

- Build high-level solution architectures and scoped proposals

Presales and Commercial Motion

- Work alongside sales to support new business opportunities from first meeting through to proposal

- Respond to RFIs and technical sections of tenders with clear, compelling solution designs

- Develop and maintain reusable discovery frameworks, solution architectures, and proposal templates

- Contribute to pricing and packaging of Modern Work and AI service offerings

Customer and Stakeholder Engagement

- Lead executive level workshops - comfortable in boardrooms and engineering conversations alike

- Act as a trusted advisor to customers navigating Microsoft AI adoption

- Represent Workflo at partner events, Microsoft briefings, and customer roundtables

Internal Contribution

- Brief and enable the sales team on new Microsoft AI capabilities, use cases, and objection handling

- Maintain awareness of the Microsoft partner roadmap, co-sell motions, and partner incentives

- Work closely with the technical delivery team on solution handover - ensuring scoped work is realistic, clearly documented, and deliverable

Essential Experience and Skills

1. Demonstrable experience in a Microsoft partner, MSP, or technology provider environment

2. Strong working knowledge of the M365 Modern Work stack

3. Hands-on familiarity with Microsoft Copilot for M365, Copilot readiness concepts, and the governance and data considerations that gate adoption

4. Understanding of Power Automate and the broader Power Platform (Power Apps, Power BI), with ability to scope process automation use cases

5. Working knowledge of Copilot Studio and agent based AI concepts - ability to describe what agents do, what they need, and when they're appropriate

6. Familiarity with Microsoft Purview (sensitivity labels, data classification, DLP)

7. Customer-facing experience: workshops, presentations, or consulting engagements

8. Ability to scope and cost solutions at a high level, and translate technical architecture into business outcomes

We Will Also Consider

Candidates from a senior MSP engineering or support background who do not have a formal presales title but can demonstrate:

1. A track record of scoping work for clients (not just delivering it)

2. Genuine customer facing experience - presenting, running workshops, or leading client reviews

3. The appetite and credibility to lead commercial conversations at senior levels

Desirable (Not Essential)

1. Experience with Microsoft co-sell motions and the Microsoft partner ecosystem

2. Familiarity with Azure fundamentals (compute, storage, identity) - particularly in relation to AI workloads

3. Experience conducting or contributing to AI use case mapping or digital transformation assessments

4. Understanding of LLM concepts, RAG and prompt engineering

Certifications

Required (or committed to achieving within 6 months of start):

- MS-900 and/or AB-900 : Microsoft 365 Fundamentals/ Microsoft 365 Copilot and Agent Administration Fundamentals

- PL-900 : Power Platform Fundamentals

Strongly preferred:

- MS-102 : Microsoft 365 Administrator Expert

- PL-200 : Power Platform Functional Consultant Associate

- AI-900/AI-901 : Azure AI Fundamentals

Valued but not required:

- Any Microsoft specialism or role-based certification in Security, Compliance, or Teams

- AZ-900: Azure Fundamentals

Compensation and Benefits

£40,000 - £50,000 basic salary (dependant upon experience)

OTE £70,000 to £80,000

Commission of 10% of GP on closed deals scope by you & 20% of paid assessments

£5500 p/a care allowance

Private medical insurance after 6 months

Gym membership

Employee discount scheme

Microsoft certification costs covered

Location

West Lothian (candidates must already be based within 30 miles of this location)

What We Are Not Looking For

- Someone who wants a delivery role with a consulting title

- Someone who needs extensive technical enablement before they can lead a client conversation

- A generalist IT salesperson without genuine M365 depth