Overview
Join the Global Pursuit Organisation within Business Excellence at Microsoft Frontier Company. Frontier Company brings engineering, industry, delivery, commercial and partner capabilities together to help customers reinvent priority business processes with AI and achieve measurable outcomes. As a Pursuit Lead, you will orchestrate qualified, strategic and complex opportunities across the end-to-end pursuit lifecycle—shaping the customer outcome, commercial path, delivery approach, economics, risk position and transition to execution. The role operates across geographies, industries and organizational boundaries and reports through the applicable Global Pursuit Organisation leadership structure.
The Global Pursuit Organisation is seeking a purposeful, customer-obsessed leader who can turn strategic opportunities into winnable, executable and economically sound engagements. The Pursuit Lead works upstream with account, industry, solution, engineering, delivery, commercial, finance, legal and partner stakeholders to qualify the right work, define measurable business outcomes and design the path from opportunity through delivery handover. The role is accountable for an integrated pursuit strategy, including scope, solution and delivery approach, commercial model, estimates, staffing assumptions, profitability, risks, contingencies and governance. Pursuit Leads accelerate decision-making, challenge weak qualification, reuse proven intellectual property and patterns, and strengthen the feedback loop from customer outcomes into future portfolio choices.
Responsibilities
Pursuit Leadership
- Leads upstream identification, qualification and governance of strategic and complex opportunities, including the Opportunity Review Board process and prioritization against pursuit capacity. Orchestrates the right mix of Global Pursuit Organisation, account, industry, Forward Deployed Engineering, Industry Solutions Delivery, commercial, operations and partner resources to shape a customer outcome and an executable path to value.
- Leads collaborative engagements between pursuit, sales, delivery, and business operations to drive deal pursuits. Influences customers and internal stakeholders at the C-level 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 cus
