Microsoft Industry Solutions is a global organization of over 9,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.

　　Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world!

　　The Industry Solutions Delivery (ISD) pursuit team are looking for Pursuit Leads (PL) with a passion for developing and winning market-making opportunities that deliver customer value and enable transformational business outcomes for our customers.

　　As a Pursuit Lead you will build transformational propositions with customers, collaborating with your peers to successfully scope and close deals. This opportunity will allow you to accelerate your career growth, honing your Industry focussed pursuit and collaboration skills, and deepening your cloud expertise. This role is flexible in that you can work up to 100% from home, and will be supporting the Japanese business.

　　Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

　　Responsibilities

　　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.Other

　　Embody our culture and valuesQualifications

　　Required/Minimum Qualifications

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

　　OR bachelor's degree in business, Management, Technology or related field AND 6+ years enterprise technology sales, consulting, or delivery management experience

　　OR master's degree in business, Management, Technology or related field AND 4+ years enterprise technology sales, consulting, or delivery management experience.

　　Additional or Preferred Qualifications

　　14+ years enterprise technology sales, consulting, or delivery management experience

　　OR bachelor's degree in business, Management, Technology or related field AND 8+ years enterprise technology sales, consulting, or delivery management experience

　　OR master's degree in business, Management, Technology or related field AND 6+ years enterprise technology sales, consulting, or delivery management experience.

　　10+ years pre-sales or bid management experience.

　　Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .