Delivery Pursuit Lead

Overview

Come and join the Microsoft Industry Solutions Global Pursuit Organization team for Germany & Austria We operate in a highly competitive environment to meet customer expectations, shape profitable deals, and lead pursuits efficiently which is critical to our success as an organization. The Global Pursuit Organization plays a pivotal role in landing our Industry Solutions strategy with customers and enabling their AI Transformation. As an individual contributor in this organization, you will be focused on creating customer value through the pursuit process, innovating how Microsoft approaches pursuit and capture management, and leading a portfolio of client deals in close collaboration with our clients, the sales- and delivery teams

Role overview:

• The Pursuit Lead (PL) is a presales delivery leader accountable for supporting the presales process by shaping and scoping deals to satisfy customer's requirements.
• You will work closely with sales teams, account aligned delivery teams and the technical delivery team 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 will be accountable for providing deal scope, solution/approach, accurate cost estimates, pre-staffing plans, financial costs, risks and contingency / risk reserve requirements and budgetary estimations.
• Where appropriate you will reuse our existing Intellectual Property 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.
• You will collaborate with sales to create and execute combined opportunity close plans that outline owners and their actions and drive deal velocity. You help to remove obstacles as appropriate. You reflect on deal qualification in pursuit to create winnable deals and know when to challenge issues and assumptions.
• All PLs work across a variety of solution areas and technologies. The focus of this role is around the following technologies: Overall Cloud & AI platforms and modernization, Security, AI Business Solutions including Microsoft Copilot. The successful candidate will be able to partner with our deeply technical architects and understand the portfolio and value proposition of the solutions Microsoft offers to shape deals in these disciplines, with a good working knowledge of these subjects.

Responsibilities

Pursuit Leadership

• Participates and supports the ORB (Opportunity Review Board) process, managing prioritization against pursuit management capacity. Directs the assembly and work of diverse teams of technical and sales resources with a broad variety of expertise across domains to support pre-sales engagements and deal shaping for highly complex, multi-solution, and large pursuits.
• Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits. Influences customers and internal stakeholders at the C-level to remove obstacles and drive deals forward. Learns and applies lessons from experience to future pursuits. Shares lessons with others to enhance growth and efficiency. Leads and coaches partners and Microsoft stakeholders on the common sales and delivery methodology for Microsoft and related processes. Represents the Regional/Industry Pursuit Organization to drive clarity with partners and stakeholders.
• Reflects deal qualification in pursuit to create winnable deals. Knows when to challenge. Continues deal qualification as appropriate to influence in/out of a pursuit. Helps sales team expand deals.

Deal Quality

• Coordinates and influences the development of pursuit artifacts for highly complex deals that meet customer expectations of scope, timeline, deliverables, and business outcomes. Sets overall strategy and best practices for artifact development and ensures they are followed throughout the organization. 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.
• Provides clarity on complex or unclear requirements (e.g., region), and analyzes insights to shape deals and pursuit artifacts. Identifies those who can apply solution-area knowledge to improve deal quality. Leverages lessons learned and shares knowledge with others.

Execution

• Collaborates with sales and the Industry Solutions teams to create and execute combined opportunity close schedule for large and highly complex deals that outlines owners and their actions and drives deal velocity.
• May create intellectual property (IP). Identifies trends in the use of intellectual property (IP). Adapts practices according to trends. Models reuse of intellectual property (IP) appropriately. Seeks and actively includes intellectual property (IP). Reaches out to community to learn and reuse pursuit approaches, best practices, tips, and tricks, and contributes back to the community.
• 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 and executes highly complex pursuits using standard processes and tools according to the defined sales and delivery methodology for Microsoft sales organization process, 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.

Qualifications

Required/Minimum Qualifications

• Significant experience in enterprise technology sales, consulting, or delivery management

• OR bachelor's degree in business, Management, Technology or related field AND proven enterprise technology sales, consulting, or delivery management experience

• OR Master's Degree in Business, Management, Technology or related field AND proven enterprise technology sales, consulting, or delivery management experience.

Additional or Preferred Qualifications

• Significant experience in enterprise technology sales, consulting, or delivery management

• OR bachelor's degree in business, Management, Technology or related field AND proven enterprise technology sales, consulting, or delivery management experience

• OR master's degree in business, Management, Technology or related field AND proven enterprise technology sales, consulting, or delivery management experience.
• Proven pre-sales or bid management experience.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.