Overview
Under guidance, assembles teams of technical and sales resources to support pre-sales engagements and deal shaping for straightforward or routine pursuits. Requests assistance and escalates issues for resolution as needed. Collaborates with pursuit, sales, delivery, and business operations to support deal pursuits. Reflects deal qualification in pursuit to create winnable deals. Assists in coordinating the development of pursuit artifacts that meet customer expectations of scope, timeline, deliverables, and business outcomes, under guidance from others. 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 as appropriate for deal complexity. Contributes to pursuit artifacts by helping others to gather insights around customer requirements. Collaborates with sales and the domain 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. Manages pursuits using standard processes and tools according to defined lead-to-order process, including sales-to-delivery handover.
Responsibilities
Business GrowthSupports sales growth, consumption, and win rate. Ensures pursuit team alignment and holds team accountable for delivering on strategy while adhering to security standards. For designated accounts, supports sales growth and consumption within account and escalates if virtual account team is selling off strategy.Deal QualityWorks 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.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.Gathers insights around customer requirements to inform deal shaping and pursuit artifacts, exhibiting a security-first mindset following Secure-by-Design principles. Applies solution-area knowledge to improve deal quality, considering responsible AI principles.ExecutionEnables quality reviews through inclusive pursuit, adhering to Microsoft business rules and policies including Secure Future Initiative, 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.Considers and drives re
