Sr Pursuit Lead - CTJ - Secret
 Microsoft | |
 United States, Virginia, Reston | |
 Apr 10, 2025 | |
|
OverviewMicrosoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission. The Microsoft Federal organization was established to address the unique mission, legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). Microsoft Federal is committed to ensuring its resources - including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet USG evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of Microsoft Federal personnel. Microsoft Federal personnel can expect to serve in various roles in the Microsoft Federal organization during the course of their career to meet evolving USG needs, regardless of segment - Civilian, Defense, or intelligence community. Come join Microsoft Federal and the Sales Excellence and Operations (SE&O) Organization! Microsoft Federal is a business division of Microsoft that focuses on providing technology products, services, and solutions to the United States federal government. This division is dedicated to addressing the unique needs and requirements of government agencies and organizations at the federal level. Microsoft Federal works to ensure that government entities have access to Microsoft's latest technologies, cloud services, software, and support. We operate in a highly competitive environment and the ability to meet customer expectations, shape profitable deals, and lead pursuits efficiently is critical to our success as an organization. The organization plays a pivotal role in landing Federal Services Strategy with our Federal customers and enabling their continuing Digital Transformation. As a pre-sales delivery leader, you will be accountable for supporting the presales process by shaping and scoping deals with your extended Microsoft Services pursuit team. This role reports to the Pursuit Lead Manager (DMM). The organization is looking for an enthusiastic, purposeful leader to join the team. The Pursuit Lead (PL) is a pre-sales delivery leader accountable for supporting the presales process by shaping and scoping deals to satisfy the customer's requirements. You work closely with sales teams, delivery managers and other 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 are accountable for providing deal scope, solution/approach, accurate cost estimates, pre-staffing plans, financial costs, risks and contingency / risk reserve requirements and budgetary estimations. You reuse Intellectual Property (IP) 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.
ResponsibilitiesPlaying a key role in aligning pursuits with domain offering strategy. Pursuit Leads (PL) are expected to demonstrate expertise in offerings and delivery playbooks, and to use this expertise to educate selling partners and lead pursuits that result in deals with an appropriate resource mix.THE PL is a key participant in driving the sales growth of solution areas within the Federal Services organization through the seamless and quality integration of services domain strategies and services Area Aligned sales strategies. This includes close collaboration with the Account Directors, Domain Solution Architect (DSA), Delivery Management Managers (DMM), Account Delivery Executive (ADE)/Program Managers, Program Managers, Project Managers, Customer Success Account Manager (CSAM) and at times, the Product Groups.Building trusted relationships with stakeholders that are critical to the success of deal pursuits. PLs are expected to drive profitable use of pre-sales resources and develop relationships with area sales, proactively engage stakeholders to influence deal qualifications, advise on deal readiness, and set domain pursuit expectations.Being accountable for deal quality. This includes the production of well-crafted Statements of Work (SOW's) that lead to profitable engagements that meet customers' expectations for scope, timelines, and deliverables, and include the reuse of IP as a deal shaping foundation.Achieving high quality pursuits by leading pursuit teams through technical, political, and organizational complexity. PLs are expected to be stewards of the lead-to-order process, use your influence to improve deal velocity, prioritize pursuits aligned to area business plans, and communicate deal value to approval stakeholders through the deal review process. Key Experiences, Skills, and Knowledge: Executive Maturity and Ability to InfluenceConfident at building relationships, working and communicating with internal stakeholders and customers.Knowledge and understanding of the financial and operational roles of a delivery organization, able to match this to best meet customer needs and drive customer outcomesExperience evaluating work breakdown structures, cost estimations and resource loadingAble to develop strong, productive relationships with colleagues and management to meet targeted objectivesAnalytical mind set with the ability define metrics, reports, interpret results, and make recommendations on appropriate courses of action Customer and Solution Focus Innovative with a Drive for Results Ability to create clarity and clearly communicate | |