EMEA Regional Pursuit Leader

Job Description

Overview

Microsoft Industry Solutions Delivery is a global IT consulting organization comprising 5,000+ sales, pursuit and delivery experts and specialists. Together with our partners, we help Microsoft’s most strategic customers worldwide to address their specific challenges and provide comprehensive and industry-specific solutions that meet their unique needs.

Our organization is at the forefront of innovation, driving value across the entirety of the customers’ digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI. We take pride in embodying Microsoft's mission of empowerment, promoting a growth mindset, inspiring excellence, and fostering a culture of inclusivity where everyone is encouraged to share their unique perspectives and be their authentic selves. By joining our team, you'll have the opportunity to contribute to life-changing innovations that impact billions of people worldwide.

Job Purpose: As an experienced deal/pursuit leader and people Manager this role will give you the opportunity to accelerate your career growth, lead a high performing team and own and lead a portfolio of strategic, complex pursuits that leverage cutting edge solutions for customers that grow consumption.

Company Culture Statement: 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

• As the leader of the pursuit team, you direct your team to balance customer expectations with Microsoft business goals while mitigating risk for clients and Microsoft and maximizing delivery best practices. You provide clarity on complex or unclear requirements and hold your team accountable for analyzing insights to shape deals and pursuit artifacts. You also hold them accountable for collaborating with sales and the domain to create and execute a combined opportunity plan for deals that outline owners and their actions and drive deal velocity. Additionally, you may create intellectual property through the team.
• You ensure the pursuit teams manage and execute pursuits using standard processes and tools. Furthermore, you drive an impact beyond your own portfolio and practice by contributing to business growth and target attainment. As a manager, you have people management responsibilities including driving employee growth and development, executing projects, and managing performance.
• Business Accountability: You will manage a significant business compromising of large portfolio of pursuits per annum. You will be responsible for the deal quality and driving consistency and reuse across artifacts. Advising and supporting pursuit queries and escalations. Balancing customer needs and expectations against Microsoft business rules and goals. Mitigating risks and utilizing best practices, driving cloud consumption of the Microsoft products, using optimal delivery mix and delivering clear sold margin results.
• Pursuit leadership: You will be accountable for ensuring pursuit teams assemble and lead teams of cross capability resources with a broad variety of expertise for deal shaping on strategic qualified pursuits. You will empower pursuit teams to manage and execute pursuits using standard processes and tools, including smooth sales to delivery handover. Drive IP reuse and creation leveraging industry trends and future growth demand. Drive strategic deal mix protecting sold margin. You will be accountable for maintaining portfolio health supporting decision making, prioritization, stakeholders' engagement and removal of blockers. The TZ lead embodies the growth mindset demonstrates strong Stakeholder Management capability and impactful engagement within their TZ Leadership community in a way that supports One Microsoft achieving their business goals, while balancing the business and operational imperatives within Microsoft Services and in particular the Pursuit organization.
• People management: As a manager of managers you will be responsible for a pursuit team of 50+ staff arranged into geographical or industry teams, delivering success through empowerment and accountability. Regional Lead’s must be exceptional at building organizational capability, stewarding talent management and succession, and building diverse and inclusive teams. You will have a deep understanding of situational leadership and the know how to coach managers and get the best out of each person.

Qualifications

Required/Minimum Qualifications

• Significant experience in enterprise technology sales, bid management and consulting delivery management experience, or relevant experience

• • AND Degree in Business, Management, Technology or related field AND many years enterprise technology sales, consulting, delivery management experience, or relevant experience

• Proven track record of people management experience, including managing managers OR equivalent experience

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.