Principal Pursuit Lead

3 weeks ago

Singapore MICROSOFT OPERATIONS PTE LTD Full time
Roles & Responsibilities

Overview

Come join the new Sales Activation and Transformation (SAT) organisation 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 SAT Organization plays a pivotal role in landing Microsoft Solutions Strategy with customers and enabling their continuing Digital Transformation. As a pre-sales pursuit 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 SAT Organization is looking for a passionate, purposeful leader to join the team. The Pursuit Lead (PL) is a presales leader accountable for supporting the presales process by shaping and scoping deals to satisfy customer’s requirements. You work closely with sales teams, delivery managers and other technical solution 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

Pursuit Leadership

  • Assembles and leads a team of technical and sales resources with a broad variety of expertise that could include multiple domains to support pre-sales engagements and deal shaping for complex pursuits.
  • Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits. Helps to remove obstacles as appropriate. Engages with customers and internal stakeholders to drive deals forward.
  • Reflects deal qualification in pursuit to create winnable deals. Knows when to challenge issues and assumptions. Continues deal qualification as appropriate and may influence in/out of a pursuit. Helps sales team expand 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.
  • Analyzes insights on customer requirements to shape deals and pursuit artifacts. Applies solution-area knowledge to improve deal quality for own area. 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 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
Qualifications

Required/Minimum 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
    • OR master's degree in business, Management, Technology or related field AND 3+ years enterprise technology sales, consulting, or delivery management experience.

Additional or Preferred Qualifications

  • 11+ years enterprise technology sales, consulting, or delivery management experience
    • OR bachelor's degree in business, Management, Technology or related field AND 7+ years enterprise technology sales, consulting, or delivery management experience
    • OR master's degree in business, Management, Technology or related field AND 5+ years enterprise technology sales, consulting, or delivery management experience.
  • 5+ years pre-sales or bid management experience.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.


Tell employers what skills you have

Digital Transformation
Sales
Leadership
Presales
Selling
Estimates
Strategy
Intellectual Property
Consulting
Delivery Management

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