Principal Pursuit Lead
Microsoft
Wellington, Wellington, New Zealand
5d ago

Come join Microsoft 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 leveraging the power of Microsoft Cloud.

As a pre-sales Pursuit Leader, you will be accountable for supporting presales process by shaping and scoping deals with your extended Microsoft Services pursuit team.

This role reports to the Time Zone Secure Infrastructure 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 strategic pursuits presales process by shaping and scoping deals to satisfy customer’s requirements.

You work closely with sales teams, account aligned delivery managers and other technology 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.

Responsibilities

All Pursuit Leads work within a specific Solution Area of technology. This role is within the Azure Cloud and AI practice.

Experience with cloud-based infrastructure, security solutions, and Shipley Methodology is highly desired .

  • Playing a pivotal role in aligning pursuits with domain offering strategy. DPLs are expected to demonstrate expertise in technology domain offerings and delivery playbooks, and to use this expertise to educate selling partners and lead pursuits that result in deals with an appropriate resource mix.
  • The DPL is a key participant in driving the sales growth of solution areas within the Services Sales organization through the seamless and quality integration of services domain strategies and services Area Aligned sales.
  • This includes close collaboration with the Services Sales Executive (SSE), Services Solution Specialist (SSSP), Area Solution Architect (ASA), Delivery Management Managers (DMM), Account Delivery Executive (ADE) and at times, the Enterprise Product Group.

  • Building trusted relationships with stakeholders that are critical to the success of deal pursuits. DPLs are expected to drive profitable use of presales resources and develop relationships with area sales, proactively engage stakeholders to influence deal qualification, advise on deal readiness, and set domain pursuit expectations.
  • Being accountable for deal quality. This includes the production of well-crafted Statements of Work (SOW's) that lead to profitable engagements that meet customers' expectations for scope, timelines, and deliverables, and include the reuse of IP as a deal shaping foundation.
  • Achieving high quality pursuits by leading pursuit teams through technical, political and organizational complexity. DPLs are expected to be stewards of the lead-to-order process, use your influence to improve deal velocity, prioritize pursuits aligned to area business plans, and communicate deal value to approval stakeholders through the deal review process.
  • Qualifications

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