Sr. Microsoft Contract Development Manager

SHI International Corp.

1d•$125,000 - $205,000

About The Position

The Sr. Microsoft Capture and Business Development Manager, helps support regional and national growth strategies with our current contracts and will position our existing contracts to identify, develop, attain, and maximize new Microsoft business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential Microsoft contracts and to help develop capture strategy for those key contracts. The Sr. Microsoft Capture and Business Development Manager, Public Sector will drive a pursuit plan that aligns with SHl's Public sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win bid awards. The Senior Capture and Development Manager, Public Sector Informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight as necessary. Viewed as an authority in their position with broad job and industry knowledge, the Sr. Microsoft Capture and Business Development Manager serves as an expert whose informed analysis is valued and respected. The Sr. Microsoft Capture and Business Development Manager, Public Sector will report to the Director, Contract Capture and Development.

Requirements

The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate
Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate
Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate
Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate
The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate
Completed Bachelor’s Degree or relevant work experience required
3-5 years of experience in a similar role
Extensive Microsoft licensing experience
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 15%
Ability to work flexible hours

Responsibilities

Execute strategies and tactics to deliver a qualified pipeline of Microsoft contract opportunities with pursuit and win plans for each
Maintain the Strategic Business Capture system using internal and external resources
Research and analyze available data to identify competitive buying trends utilizing a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, GovWin and Onvia
Collaborate with Public Sector Sales teams, Proposal Writing teams, Proposals and Compliance teams to create and maintain Capture Plans
Understand and navigate government contracting vehicles and procedures
Establish external teaming partnerships related to capture pursuits
Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business
Gather intelligence, assess competitors, and help position SHI to win new Microsoft contracts
Define win strategy criteria based upon RFP and information acquired in the qualification phase
Lead Microsoft program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing
Work with Microsoft to develop, identify, and qualify upcoming opportunities
Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions
Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units)
Mentor and counsel Microsoft account managers, field account executives, sales managers, and proposal writers through the contract capture process
Attend conferences and other external meetings to explore business development opportunities
Support continual business development process improvement
Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development
Evangelize and enable use of profitable, strategic contracts to SHI sellers
Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both lxl and in group training settings