The Delivery Pursuit Lead (PL) is responsible for supporting the presales process by shaping and scoping deals to satisfy customer’s requirements. The PL works with account aligned sales teams to understand customer needs and requirements, and leads domain delivery resources through the pre-sales activities of designing a solution (architecture, approach, WBS, estimating, costing, etc.) to meet the customer needs.
The PL is a key participant in driving the sales growth of solutions for a global domain - Business Productivity - collaborating with area aligned account teams, including the Services Sales Executive (SSE), and Solution Architect (SA), Delivery Management Managers (DMM), Account Delivery Executive (ADE), and Technical Account Manager (TAM).
*Provides leadership to all domain assigned resources and activities to support opportunity qualification, scoping, estimating, costing, risk identification and mitigations, contract preparation, and handover of sold work to the delivery teams.
*Ensures deal information provided to customers is compliant with Microsoft and Enterprise Services processes (e.g. Enterprise Services Approval Process).
*Defines and scopes an appropriate solution to meet customer requirements by ensuring re use of Intellectual Property (IP) and having a solution and industry approach when possible.
*Supports Services Sales with Business Development related to opportunities that are assigned to him/her.
*Works closely with the AE and SA during the phases of Deal Management, assisting the AE with cost estimation, resource management as pre staffing, risk management estimation, expectation management, etc. and coordinating all-up development of the Statement of Work (SOW), WBS and WO.
*Is responsible to drive the deal development process through various tools from the estimation to the engagement setup if the opportunity becomes a win.
*Is responsible to set up each Engagement in internal systems (incl. setting up cost- and bill rates, project start and end dates, project value etc.), upon receiving deal approval by the AE/Customer.
The PL role requires individuals that can collaborate effectively across teams, have excellent client-facing skills, and are able to lead multi-task across multiple opportunities running in parallel. It is accountable for the hand-off from the sales to delivery process to the Project Manager and the Account Aligned Delivery Manager role, Account Delivery Executive (ADE) or Delivery Management Manager qualifiers - Account or Territory (DMM-A / DMM-T)
The role requires a strong candidate who is resourceful, confident under pressure, and has demonstrated knowledge in Services, Operational Support, and Business Development.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to firstname.lastname@example.org.
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