Delivery Pursuit Lead

Microsoft

About The Position

Come join the new Enterprise Services Global Pursuit Organization! We operate in a highly competitive environment and the ability to meet customer expectations, shape profitable deals, and lead pursuits efficiently is critical to our success as an organization. The Global Pursuit Organization plays a pivotal role in landing Enterprise Services Strategy with customers and enabling their continuing Digital Transformation. As a pre-sales delivery leader, you will be accountable for supporting the presales process by shaping and scoping deals with your extended Microsoft Services pursuit team. This role reports to the Time Zone Solution Area Pursuit Lead Manager. The Global Pursuit Organization is looking for a passionate, purposeful leader to join the team. The Delivery Pursuit Lead (DPL) is a presales delivery leader accountable for supporting the presales process by shaping and scoping deals to satisfy customer’s requirements. You work closely with sales teams, account aligned delivery managers and other domain resources as required, to define and scope quality solutions that drive business outcomes, focusing where possible on digital transformation. You are responsible for leading a collaborative solution design process. You are accountable for providing deal scope, solution/approach, accurate cost estimates, pre-staffing plans, financial costs, risks and contingency / risk reserve requirements and budgetary estimations. You reuse Intellectual Property (IP) to scope end-to-end lifecycle solutions across your portfolio of pursuits that enable growth while ensuring that deal velocity and deal quality remain paramount.

Requirements

Required/Minimum Qualifications
7+ years enterprise technology sales, consulting, or delivery management experience
OR Bachelor's Degree in Business, Management, Technology or related field AND 3+ years enterprise technology sales, consulting, or delivery management experience.

Nice To Haves

Additional or Preferred Qualifications
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.
3+ years pre-sales or bid management experience.

Responsibilities

Pursuit Leadership
Assembles a team of technical and sales resources to support pre-sales engagements and deal shaping for straightforward or routine pursuits.
Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits. Raises and helps to remove obstacles as appropriate.
Reflects deal qualification in pursuit to create winnable deals.
Deal Quality
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.
Gathers insights around customer requirements to inform deal shaping and pursuit artifacts. Applies solution-area knowledge to improve deal quality.
Execution
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.
Business Growth
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.
Other
Embody our culture and values