Pursuit Management

Overview
Under guidance, assembles teams of technical and sales resources to support pre-sales engagements and deal shaping for straightforward or routine pursuits. Requests assistance and escalates issues for resolution as needed. Collaborates with pursuit, sales, delivery, and business operations to support deal pursuits. Reflects deal qualification in pursuit to create winnable deals. Assists in coordinating the development of pursuit artifacts that meet customer expectations of scope, timeline, deliverables, and business outcomes, under guidance from others. 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 as appropriate for deal complexity. Contributes to pursuit artifacts by helping others to gather insights around customer requirements. Collaborates with sales and the domain to create and execute combined opportunity close plan that outlines owners and their actions and drives deal velocity. Considers and drives reuse of intellectual property (IP). Manages pursuits using standard processes and tools according to defined lead-to-order process, including sales-to-delivery handover.
Responsibilities
Business Growth
Supports sales growth, consumption, and win rate. Ensures pursuit team alignment and holds team accountable for delivering on strategy while adhering to security standards. For designated accounts, supports sales growth and consumption within account and escalates if virtual account team is selling off strategy.
Deal Quality
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.
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.
Gathers insights around customer requirements to inform deal shaping and pursuit artifacts, exhibiting a security-first mindset following Secure-by-Design principles. Applies solution-area knowledge to improve deal quality, considering responsible AI principles.
Execution
Enables quality reviews through inclusive pursuit, adhering to Microsoft business rules and policies (including Secure Future Initiative), 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.
Considers and drives reuse of intellectual property (IP) in adherence with security standards. Reaches out to community to learn and reuse pursuit approaches, best practices, tips, and tricks.
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.
Pursuit Leadership
Reflects deal qualification in pursuit to create winnable deals.
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.
Qualifications
Required/Minimum Qualifications
10+ years enterprise technology sales, consulting, or delivery management experience
OR bachelor's degree in business, Management, Technology or related field AND 6+ years enterprise technology sales, consulting, or delivery management experience
OR master's degree in business, Management, Technology or related field AND 4+ years enterprise technology sales, consulting, or delivery management experience.
Additional Or Preferred Qualifications
14+ years enterprise technology sales, consulting, or delivery management experience
OR bachelor's degree in business, Management, Technology or related field AND 8+ years enterprise technology sales, consulting, or delivery management experience
OR master's degree in business, Management, Technology or related field AND 6+ years enterprise technology sales, consulting, or delivery management experience.
10+ years 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, read more about requesting accommodations.

Skills
Intellectual Property

Experience
10+ yrs

Work arrangement
Hybrid