Come and join the Microsoft Industry Solutions Global Pursuit Organization team for Germany & Austria!  We operate in a highly competitive environment to meet customer expectations, shape profitable deals, and lead pursuits efficiently which is critical to our success as an organization.  The Global Pursuit Organization plays a pivotal role in landing our Industry Solutions strategy with customers and enabling their AI Transformation. As an individual contributor in this organization, you will be focused on creating customer value through the pursuit process, innovating how Microsoft approaches pursuit and capture management, and leading a portfolio of client deals in close collaboration with our clients, the sales- and delivery teams. 

 

Role overview:  

The Pursuit Lead (PL) is a presales delivery leader accountable for supporting the presales process by shaping and scoping deals to satisfy customer’s requirements.  You will work closely with sales teams, account aligned delivery teams and the technical delivery team resources as required, to define and scope quality solutions that drive business outcomes, focusing where possible on digital transformation.  You are responsible for leading a collaborative solution design process.   You will be accountable for providing deal scope, solution/approach, accurate cost estimates, pre-staffing plans, financial costs, risks and contingency / risk reserve requirements and budgetary estimations.  Where appropriate you will reuse our existing Intellectual Property to scope end-to-end lifecycle solutions across your portfolio of pursuits that enable growth while ensuring that deal velocity and deal quality remain paramount. You will collaborate with sales to create and execute combined opportunity close plans that outline owners and their actions and drive deal velocity. You help to remove obstacles as appropriate. You reflect on deal qualification in pursuit to create winnable deals and know when to challenge issues and assumptions.  All PLs work across a variety of solution areas and technologies. The focus of this role is around the following technologies: Overall Cloud & AI platforms and modernization, Security, AI Business Solutions including Microsoft Copilot. The successful candidate will be able to partner with our deeply technical architects and understand the portfolio and value proposition of the solutions Microsoft offers to shape deals in these disciplines, with a good working knowledge of these subjects.