We are looking for a Public Sector and Education Capture Lead to assemble and lead large transformational deals for Government, Defense and Intelligence and Education customers, supporting pre-sales engagements and deal shaping for highly complex and large cloud and device pursuits. 

  

This role is critical in sales and delivery. Leading collaborative engagements between pursuit sales, delivery, and business operations. Influences customers and internal stakeholders to remove obstacles and drive deals forward for success. 

Responsibilities

Pursuit Leadership 

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 success. 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. Provides feedback on the IS Triage, WW PS deal tracker and related processes. Represents the PS and Edu Service line 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 as appropriate for deal complexity.  

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 account team sales and the ISD domain to create and execute combined opportunity close plan for large and highly complex deals that outlines owners and their actions and drives deal velocity.  

Work with Service Line architects to develop intellectual property (IP). Identifies trends in the use of  intellectual property (IP). Adapts practices according to trends. Contributes to the development and reviews of  intellectual property (IP) on an ongoing basis. Models reuse of  intellectual property (IP) appropriately. Seeks and actively includes  intellectual property (IP). 

Manages and executes highly complex pursuits using standard processes and tools according to lead-to-order process, including sales to delivery handover for region. Appropriately demonstrates creativity in approach. 

  

Other 

Embody our culture and values 

Qualifications

Required/Minimum Qualifications

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

OR Bachelor's Degree in Business, Management, Technology or related field AND 6+ years of enterprise technology sales, consulting, or delivery management experience

OR Master's Degree in Business, Management, Technology or related field AND 4+ years of enterprise technology sales, consulting, delivery management experience, or relevant experience.

Additional or Preferred Qualifications

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

OR Bachelor's Degree in Business, Management, Technology or related field AND 8+ years of enterprise technology sales, consulting, or delivery management experience

OR Master's Degree in Business, Management, Technology or related field AND 6+ years of enterprise technology sales, consulting, delivery management, or relevant experience.

10+ years of pre-sales or bid management experience.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form. 

The salary for this role in the state of Colorado is between $131,900 and $197,500. At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role. Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.