Do you want to help Microsoft land the largest, most complex professional service deals for mission critical software? If so, this pre-sales delivery role is accountable for supporting the presales process by shaping and scoping deals to satisfy customer requirements. The DPL will provide the opportunity to help us grow our Dynamics business in the enterprise. The Americas Dynamics Domain is part of the Dynamics Global Domain and is focused on providing both consulting delivery capacity and pre-sales support to large Dynamics engagements across the US, Canada, and Latin America. The Americas Dynamics Domain consists of the best possible talent in the following roles: Architect, Consultant, Project Manager, Pursuit Lead, and Premier Field Engineer.
The DPL works closely with Sales teams, Account aligned delivery managers and other Domain resources as required, to define and scope quality solutions that drive business outcomes, focusing where possible on Digital Transformation. The DPL is responsible for driving a collaborative solution design process, and identifying the appropriate skills profiles required in order to land customer outcomes. The DPL is accountable for providing deal scope, solution/approach, accurate cost estimates, pre-staffing plans, financial costs, risks and contingency/risk reserve requirements, and budgetary estimations. The DPL reuses Intellectual Property to scope end-to-end lifecycle solutions across their portfolio of pursuits that enable growth whilst ensuring that deal velocity and deal quality remains paramount.
Drive the deal development process from the estimation to the engagement setup.
Collaborate with sales and technical subject matter experts across Services to map Microsoft solutions and to support the proposal preparation to meet customer requirements.
Determine the appropriate Services Delivery team profile to land the solution design across the end-to-end lifecycle and prepares the solution proposal package.
Provide leadership to all domain assigned resources and activities to support opportunity qualification, scoping, estimating, costing, risk identification and mitigations, contract preparation, and effective handover of sold work to the delivery teams.
Establish efficient process to organize roles and responsibilities across the pursuit team for assigned deal pursuit, track due dates, and manage activities to ensure timely flow through the sales cycle process.
Monitor master timeline and status of opportunities and resources across deal pursuits and report to the Pursuit Team Lead on a regular basis on opportunity and pipeline status.
Ensure compliance and/or escalate deal approval status with the Services Business Desk for proper attachments, transaction approval requirements, approval signatures, clearances, and conformance to Microsoft policy.
Although an individual contributor role, this person will be the go-to person for all pre-sales support issues for Dynamics.
The Delivery Pursuit Lead will need to have the combination of strong business, people and enterprise business experience. The role requires an individual who is resourceful, confident under pressure, and has demonstrated skill in crisis management and expectation management. Strong organizational skills, excellent communication, time management; planning, detail orientation, negotiation skills and experience with high pressure environment are highly desirable. Furthermore, the ability to effectively communicate with all levels of internal and external stakeholders is vital. The successful candidate will have excellent written & verbal communications, experience with persuading internal audiences, and a desire to work in a fast paced environment are also required. The ideal candidate will be a successful team player with leadership qualities, an innovative self-starter who is motivated by results.
An in-depth knowledge of appraising the compliance and sales motions that lead to successful deal pursuits
Experience in consulting delivery management
Demonstrated track record of juggling multiple priorities successfully in a fast paced, high pressure environment
Experience in identifying, tracking, resolving and/or escalating issues when appropriate to minimize delays
Successful cross-teaming skills, including cultivating and influencing virtual stakeholder teams to achieve large impact results
The candidate should have real-world experience with enterprise resource planning [ERP] and/or customer relationship management [CRM] businesses. A bonus would be direct experience with the Microsoft Dynamics product line.
Bachelor’s degree required or equivalent work experience. MBA or other relevant graduate degree preferred.
The successful candidate must be a U.S. Citizen. This position will require about 30% travel, depending upon the candidate’s location.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.
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