Sustainability Service Line, Capture Lead

2 weeks ago

Singapore Microsoft Full time

As the challenges facing the world grow, so too do the sustainability needs of our customers in addressing their impact on the environment, society and the economy. With your inventive, pragmatic and curious style, you will play a major role in enabling our customers to explore their capabilities and help them discover practical solutions. You will have the support of a team of passionate, globally dispersed sustainability professionals, many of who you will recruit, manage and develop as we scale our services to meet customer demand.

Industry Solutions (IS) is a global organization of over 13,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment - and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.

Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world

**Responsibilities**:
Capture 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.

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 domains 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). Challenges team to appropriately reflect intellectual property (IP).

Manages pursuits using standard processes and tools according to defined lead-to-order process, including sales-to-delivery handover.

**Qualifications**:
5+ years of pre-sales or bid management experience.

OR Bachelor's Degree in Business, Management, Technology or related field AND 5+ years of enterprise technology sales, consulting, or delivery management experience

OR Master's Degree in Business, Management, Technology or related field AND 3+ years of enterprise technology sales, consulting, or delivery management experience.

Pre-sales or bid management experience with enterprise customers.

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

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