Head - Presales - Microsoft Ecosystem

Description:

- Own the end-to-end presales function across Azure, Microsoft 365, Security, Copilot, Fabric, and SAP-on-Azure solution areas.

- Act as a trusted solutioning partner to the Sales Head and Delivery Head, ensuring deals are technically sound, commercially viable, and positioned to win.

- Build and maintain deep relationships with Microsoft STU leaders and their teams. Be present where they are not waiting for introductions.

- Stay current on all Microsoft partner programs, incentives, co-sell motions, and funding mechanisms.

- Lead solution design, architecture walkthroughs, proofs of concept, and customer-facing technical presentations.

- Build and mentor a presales team that can scale with s growth ambitions.

- Drive a proactive presales motion identify solution opportunities in the installed base, not just respond to RFPs.

- Represent externally as a thought leader through tech forums, customer boardroom sessions, and published content that builds credibility and trust.

Microsoft Ecosystem Responsibilities:

- Spend significant time with STU leads and STU teams across relevant solution areas (Azure Infrastructure, Data & AI, Modern Work, Security, Business Applications).

- Represent in Microsoft-led technical briefings, partner workshops, hackathons, and co-sell pipeline reviews.

- Track and leverage Microsoft programs: ECIF/AMPP funding, FastTrack, Solution Assessments, Partner Incentives, CSP programs, and co-sell pipeline motions.

- Ensure maintains and advances relevant Microsoft Solutions Partner designations and specializations.

- Collaborate with our CSAM and PDM to align presales efforts with Microsofts account-level priorities.

Key Responsibilities:

Solutioning & Deal Support:

- Lead solution architecture and design for complex, multi-workload Microsoft engagements.

- Prepare compelling proposals, solution decks, and responses to RFPs/RFIs that differentiate us.

- Conduct customer workshops, discovery sessions, and executive-level solution presentations.

- Support pricing, effort estimation, and commercial structuring in collaboration with Delivery.

Team & Capability Building:

- Build, mentor, and scale the presales team aligned to our growth trajectory.

- Establish a presales playbook covering qualification frameworks, solution templates, demo environments, and reference architectures.

- Drive a culture of continuous learning ensure the team stays ahead on Microsoft product roadmaps, certifications, and competitive landscape.

Revenue & Pipeline Contribution:

- Partner with Sales to improve win rates through sharper positioning and deeper technical credibility.

- Identify upsell and cross-sell opportunities in existing accounts by proactively mapping customer environments to Microsoft solutions.

- Contribute to pipeline generation through Microsoft co-sell motions and STU-driven opportunities.

Thought Leadership & Customer Advisory:

on Microsoft solutions and cloud transformation.

- Lead boardroom-level sessions for customers CXO roundtables, technology roadmap discussions,

- Author technical blogs, whitepapers, and point-of-view documents on Microsoft technologies, industry trends, and solution approaches

- Be a true trusted advisor to customers someone they call before making technology decisions, not after. Earn that seat through depth, credibility, and consistent follow-through.

Must-Have Qualifications:

- 18-20+ years of experience in the Microsoft ecosystem, with a minimum of 5 years leading a Presales/Solution Consulting function.

- Deep, hands-on expertise in Microsoft Azure (IaaS, PaaS, Data & AI), Microsoft 365, and Security.

- Working knowledge of Microsoft Fabric, Copilot, and SAP-on-Azure is strongly preferred.

- All key Microsoft certifications are mandatory. Expected certifications include (but are not limited to):

- Azure Solutions Architect Expert (AZ-305)

- Azure Administrator Associate (AZ-104)

- Microsoft 365 Certified: Enterprise Administrator Expert