Microsoft M365 Services Pre-Sales Solutioning

Overview:
Hexaware Digital IT Ops (DITO) is a rapidly growing business unit within Hexaware, with the Cloud Workplace practice playing a pivotal role in revenue and growth. As we expand into new technological domains, we are seeking an experienced Microsoft M365 Services Pre-Sales Consultant and Solution Expert to join our dynamic team. The successful candidate will collaborate within a cross-technology team, taking ownership of end-to-end solutions for complex digital workplace transformations. The role necessitates partnering with the primary account manager to deliver comprehensive pre-sales support, from proposal and statement of work development to solution defense.
Key Responsibilities:
- **Expertise:** Possess and continually update expert knowledge in M365 technologies and related components. - **Pre-Sales Partnership:** Collaborate with field-based account managers (Business Development Managers [BDMs]) to own pre-sales activities for assigned solutions at the customer level. - **Requirements Analysis:** Analyze and gather business requirements from large and complex client environments. Conduct research and investigations to formulate accurate technical solution proposals aligned with client needs. - **Cost Estimation:** Develop cost estimates (cost models) for professional services and managed services, including deployment, migration, implementation, workshops, etc. - **Proposal Presentation:** Present proposals and statements of work to customers. Engage in discussions and guide customers through the scope and commercials, facilitating the sign-off of the SOW/Contract. - **Handover:** After contract signing, seamlessly transition the deal to the delivery/execution team. - **Business Development:** Collaborate with BDMs and local sales leadership to drive new business opportunities within the existing regional account base. Support customer acquisition activities as assigned. - **Solution Development:** Develop overall solutions, statements of work (SOW), service design, and bills of materials (BOM). - **Partnership/Alliance Support:** Assist with partnership/alliance functions, acting as the primary contact for Partner/Channel Account Managers. Contribute to GTM and business planning and drive forward programmatic initiatives. - **Solution Evangelism:** Act as a solution evangelist, engaging in speaking/presenter engagements at conferences, conventions, user groups, webinars, etc. - **Transformational Experience:** Bring experience as a Solutions Lead, focusing on large-scale, complex, transformational digital workplace solutions across Collaboration, Desktop Engineering, Virtual Desktop, and Digital enablers such as M365, O365, Service Desk, Desk Side support, etc. - **Technology Knowledge:** Possess knowledge and experience in multiple technologies and their business applications. - **Business Case Development:** Ability to develop business cases involving ROI/TCO/Business benefit analysis, as well as negotiate Resource Cost Models. - **IP Creation:** Ability to create solution proposition Intellectual Property for repeatable offerings. - **Team Collaboration:** Strong team player in both virtual and solutions teams. - **M365 Expertise:** Strong understanding of the transformation and operations of M365 services, including email, files, MS Teams, Azure AD, Endpoint Management, Defender security suite, and licensing models. - **M&A Knowledge:** Knowledge and experience in M365 merger and acquisition scenarios. - **Reporting:** Maintain and report on regional service delivery, opportunity funnel/pipeline, and project status.
Qualifications and Requirements:
- 8+ years of experience in M365 Services and technologies and related components. - 6+ years in consulting or customer-facing environments. - Experience in pre-sales or sales environments. - Expert-level understanding in the majority of M365 workloads, Microsoft Security Suite, Microsoft Identities and Active Directory, Microsoft Exchange, Microsoft Teams, Teams Voice, and related infrastructure. - Relevant Microsoft certifications are desirable. - Ability to sell, scope, and price with limited support.

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