Industry Solutions Delivery (ISD) is Microsoft's global professional services organization, comprising over 12,000 engineers, architects, and consultants. ISD partners with the world's most influential organizations to deliver cutting-edge solutions across the full spectrum of digital transformation.

ISD operates at the forefront of Microsoft's cloud innovation, helping customers modernize, innovate, and scale responsibly using secure, integrated Azure solutions. It plays a pivotal role in enabling AI-driven applications, enhancing security, and accelerating identity modernization.

A Pursuit Lead in ISD is responsible for leading pre-sales solutioning activities and accelerating deal velocity in partnership with Sales. The role centers on orchestrating cross-functional collaboration to shape solutions that meet customer needs and budgets, while ensuring deal quality and alignment with Microsoft's strategic priorities.

= 0 button : presentation, aria-disabled: properties.TabIndex() >= 0 && viewState.displayMode() !== AppMagic.Constants.DisplayMode.Edit , event: click: handleClick , shortcut: provider: shortcutProvider, enabled: shortcutsEnabled data-shortcut-id=1907>

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 values

Qualifications

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.

= 0 button : presentation, aria-disabled: properties.TabIndex() >= 0 && viewState.displayMode() !== AppMagic.Constants.DisplayMode.Edit , event: click: handleClick , shortcut: provider: shortcutProvider, enabled: shortcutsEnabled data-shortcut-id=1911>

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.

Pursuit Management