Pursuit Lead

Overview

Microsoft Industry Solutions is a global organization hosting over 7,000 strategic sellers, industry and security experts, elite engineers, world-class data scientists and architects, consultants, and delivery specialists. Together with our partners, we help Microsoft's most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.

Our organization is at the forefront of innovation, driving value across the entirety of the customers' digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI.

We take pride in embodying Microsoft's mission of empowerment, promoting a growth mindset, inspiring excellence, and fostering a culture of inclusivity where everyone is encouraged to share their unique perspectives and be their authentic selves. By joining our team, you'll have the opportunity to contribute to life-changing innovations that impact billions of people worldwide.

We are hiring a Senior Pursuit Lead and a Principal Pursuit Lead to join our team in roles that drive customer satisfaction and represent Microsoft at the highest levels.

Pursuit Leadership

Participates and supports the ORB (Opportunity Review Board) process, managing prioritization against pursuit management capacity. Assembles and leads a large team of technical and sales resources with a broad variety of expertise across domains to support pre-sales engagements and deal shaping for highly complex and large pursuits.

Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits. Influences customers and internal stakeholders 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. Defines expectations and accountabilities for artifact development and ensures they 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.

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, including sales to delivery handover. Appropriately demonstrates creativity in approach.

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.

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 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

• OR equivalent experience.

Preferred Qualifications:

• 10+ years enterprise technology sales, consulting, delivery management experience, or relevant experience

• OR Bachelor's Degree in Business, Management, Technology or related field AND 6+ years enterprise technology sales, consulting, delivery management experience, or relevant experience

• OR Master's Degree in Business, Management, Technology or related field AND 4+ years enterprise technology sales, consulting, delivery management experience, or relevant experience

• OR equivalent experience.

• 5+ years pre-sales or bid management experience.

Pursuit Management IC4 - The typical base pay range for this role across the U.S. is USD $101,800 - $193,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $126,100 - $207,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Pursuit Management IC5 - The typical base pay range for this role across the U.S. is USD $124,500 - $214,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $154,500 - $231,700 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

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. (