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The role Location: Sydney or Melbourne The M365 Pre-sales Consultant role isresponsible for driving pre-sales, business development, and marketin g activities within his/her assigned region. The rolefunctions as a partnership with the primary account manager to provide pre-sales support, from architecture design to Proposal/Statement of Work . The M365 Pre-sales Consultant is thetechnical lead in the region for both professional services and managed services customer engagements and sales enablement for the respective region. The role also serves as the liaison between the assigned sales team and customers and professional services delivery resources which include both in-house and partner delivered services. The Pre-Sales will scope professional services and managed services opportunities and assist in the creation and delivery of Statements of Work (SoW) to customers. The Pre-Sales will be required to maintain an advanced level of technical knowledge across a deep set of foundational technologies as well as at least one specific technology set to serve as thesubject matter expert for that specific subject on a national and/or global scale.
Possess and maintain an expert level of knowledge and experience in M365 technologies and related components Provides technical guidance and leadership to both customers and internal stakeholders in their field. Partners and owns pre-sales activities for the assigned solution at a customer level with the field-based account manager (Business Development Manager (BDM)). Analyze & gather business requirements from large & complex client environments and perform required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements. Prepares cost estimates (cost models) for professional services and managed services (deployment, migration, implementation, workshops, etc.) by studying blueprints, plans, and related customer documents; consulting with other engineers, architects, practice leads, and other professional and technical personnel (both internal and external). Present the Proposal/SOW to the customer. Discuss and drive the scope and commercials with the customer towards sign-off of the SOW/Contract. Once the deal is signed, hand-over the scope to the delivery team and stay across the project for governance and upsell/cross-sell opportunities. Partnering with BDMs and local sales leadership to help drive net new business opportunities within the existing regional account base as well as supporting customer acquisition activities as assigned. Develop overall solutions including Architectural design to the proposal (e.g.-Whiteboarding), statements of work (SOW), service design, and bills of materials (BOM). Contributes to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives. Assist with partnership/alliance functions to assigned partner relationships. This may include being the primary contact for Partner/Channel Account Managers and assisting in GTM and business planning as well as driving forward programmatic initiatives, such as Microsoft Fastrack and other initiatives. Act as a technical evangelist including speaking/presenter engagements at conferences, conventions, user groups, webinars, etc. Partner with stakeholders and drive marketing activities by preparing and delivering content and messaging. Ability to travel both domestically and internationally will occasionally be required. Maintain and report on regional service delivery, sales pipeline, and project status. Maintain and acquire advanced level technical certification in assigned area and maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. What we need to see from you Full-Time Work Rights in Australia Ability to work in Sydney or Melbourne (hybrid workstyle: twice-a-week work at office located in CBD) Relevant M365 Pre-Sales experience in Australia 5+ years in consulting or customer facing environments Experience in presales or sales environments Ability to show expert level understanding in all or many of the below: Majority of M365 workloads including, Management, deployment, migration and troubleshooting Microsoft Security Suite (EMS, E3, E5, Sentinel, Defender suite, etc) Microsoft identities and Active Directory or Microsoft Exchange Microsoft Teams, Teams Voice and related infrastructure Relevant Microsoft certifications desirable Ability to sell, scope, price with limited support. Significant hands-on experience in on-premises cloud and public cloud solutions architecture. Understanding of Microsoft Azure and public cloud desirable. Documented successful sales of enterprise-wide advanced technology public cloud solutions. Ability to independently conduct meetings with engineering-level, management-level, or executive-level customer personnel regarding positioning sales and solutions. Job Function
Software & Cloud Services
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