Pursuit Lead

• Assembles and leads a team of technical and sales resources with a broad variety of expertise that could include multiple domains to support pre-sales engagements and deal shaping for complex pursuits
• Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits
• Helps to remove obstacles as appropriate
• Engages with customers and internal stakeholders to drive deals forward
• Reflects deal qualification in pursuit to create winnable deals
• Knows when to challenge issues and assumptions
• Continues deal qualification as appropriate and may influence in/out of a pursuit
• Helps sales team expand deals
• Coordinates the development of pursuit artifacts that meet customer expectations of scope, timeline, deliverables, and business outcomes
• Ensures expectations and accountabilities are followed by team members
• Ensures consistency and direction across artifacts
• Works with pursuit team to balance customer expectations with Microsoft business goals while mitigating risk and maximizing delivery best practices by applying right shoring and delivery mix capabilities including partners as appropriate for deal complexity, deal profitability, and customer maturity
• Analyzes insights on customer requirements to shape deals and pursuit artifacts
• Applies solution-area knowledge to improve deal quality for own area
• Leverages lessons learned and shares knowledge with others
• Collaborates with sales and the Industry Solutions teams to create and execute combined opportunity close schedule that outlines owners and their actions and drives deal velocity
• Considers and drives reuse of intellectual property (IP)
• Reaches out to community to learn and reuse pursuit approaches, best practices, tips, and tricks
• Enables quality reviews through inclusive pursuit, adhering to Microsoft business rules and policies, to shape, review and approve a deal
• Works with sellers, operations and Deal and Contract Assistance (DCA) to issue contracts, supporting sales through negotiations with the customer as well as contract signature and processing
• Manages pursuits using standard processes and tools according to the defined sales and delivery methodology for Microsoft, including sales-to-delivery handover
• Supports sales growth, consumption, and win rate
• Ensures pursuit team alignment and holds team accountable for delivering on strategy
• For designated accounts, supports sales growth and consumption within account and escalates if virtual account team is selling off strategy
• Embody our culture and values

9+ years enterprise technology sales, consulting, or delivery management experience OR Bachelor's Degree in Business, Management, Technology or related field AND 5+ years enterprise technology sales, consulting, or delivery management experience OR Master's Degree in Business, Management, Technology or related field AND 3+ years enterprise technology sales, consulting, or delivery management experience OR equivalent experience.

• 10+ years enterprise technology sales, consulting, delivery management experience, or relevant experience OR Bachelor's Degree in Business, Management, Technology or related field AND 6+ years enterprise technology sales, consulting, delivery management experience, or relevant experience OR Master's Degree in Business, Management, Technology or related field AND 4+ years enterprise technology sales, consulting, delivery management experience, or relevant experience OR equivalent experience
• 5+ years pre-sales or bid management experience.

Certain roles may be eligible for benefits and other compensation.