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Introduction

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

Your role and responsibilities

We are seeking a high‑impact Business Development Leader to drive strategic growth across Microsoft Consulting Services, with a focus on Azure, Modern Work, Security, Power Platform, and Industry Cloud solutions. This role leads end‑to‑end sales pursuits, shapes RFP/RFI responses, orchestrates complex multi‑disciplinary teams, and ensures a disciplined, customer‑centric approach to pipeline management and deal execution.

The ideal candidate blends consultative selling, deal orchestration, solution shaping, and Microsoft ecosystem expertise to drive outcomes that align to customer strategy and Microsoft’s cloud roadmap.

Required education

None

Preferred education

Bachelor's Degree

Required technical and professional expertise

1. Sales & Business Growth

• Own and drive the consulting sales motion across industry specific assigned territories and accounts.
• Develop and execute sales pursuit plans, aligning customer outcomes with Microsoft solution areas (Azure, Data & AI, Security, Modern Work, and Business Applications).
• Shape strategic opportunities including modernization, hybrid cloud, app innovation, data platforms, and AI adoption.
• Drive pipeline creation, revenue growth, and Azure consumption through proactive engagement with customers and Microsoft field teams.

2. RFP/RFI Shaping & Proposal Leadership

• Lead the development of compelling, differentiated RFP/RFI responses that articulate value, technical credibility, and delivery confidence.
• Shape win themes, solution narratives, pricing strategies, and executive summaries.
• Coordinate inputs from architects, delivery leaders, product teams, and industry SMEs to build a cohesive solution and proposal.
• Establish a repeatable proposal framework and ensure submissions are compliant, clear, and customer‑centred.
• Present solution and proposal components to customer evaluation panels, steering committees, or procurement teams.

3. Deal Orchestration & Solution Shaping

• Shape innovative solutions leveraging Microsoft technologies:
  • Azure hybrid and multicloud (Azure Arc, Azure Stack HCI, AVS)
  • Azure security and identity (Microsoft Entra, Defender, Sentinel)
  • Data & AI, analytics, and cloud‑native architectures
  • Power Platform and low‑code modernization
  • Modern Work & Copilot enablement
• Lead multi‑disciplinary deal teams including solution architects, designers, engineers, and project leads.
• Develop high‑level delivery models, staffing estimates, assumptions, risks, and solution costing.
• Ensure technical and delivery components are consistent with best practices (CAF, WAF, Zero Trust, governance frameworks).
• Facilitate clear, confident customer conversations about architecture, delivery, risk, and value.

4. Pipeline Management & Sales Discipline

• Maintain accurate, compliant, and up‑to‑date pipeline hygiene in Dynamics 365 (or equivalent CRM).
• Drive structured opportunity qualification and progression using frameworks such as MEDDPICC or Challenger.
• Lead weekly pipeline reviews, forecast accuracy sessions, and deal health assessments.
• Ensure opportunities have clear next steps, timelines, decision criteria, and stakeholder mapping.

5. Customer‑Centric Engagement

• Serve as a trusted advisor, understanding customer priorities, industry context, and transformation goals.
• Map business problems to technology solutions anchored in measurable value and Microsoft best practices.
• Deliver customer briefings, workshops, roadmaps, and executive‑level presentations.
• Ensure every pursuit is framed through a lens of customer impact, risk mitigation, and business value.

6. Microsoft Ecosystem Collaboration

• Work closely with Microsoft sales, CSAs, ATUs, and industry specialists to shape joint strategies.
• Align opportunities to Microsoft programs such as Azure Migrations, FastTrack, Solution Assessments, and funding programs.
• Partner with ISVs and system integrators where appropriate to create blended offerings.

Preferred technical and professional experience

• 7+ years in business development, consulting sales, or solutions sales, preferably within the Microsoft ecosystem.
• Proven success leading complex, multi‑tower, multi‑year consulting pursuits ($500K – $10M+ TCV).
• Demonstrated expertise in:
  • RFP/RFI leadership and proposal writing
  • Sales pursuit strategy and execution
  • Hybrid cloud and Azure-based solution shaping
  • Pipeline management and CRM hygiene
  • Consultative and value‑based selling
• Strong understanding of Microsoft cloud technologies, including:
  • Azure IaaS/PaaS/App modernization
  • Identity/security (Entra, Defender, Sentinel)
  • Data & AI architectures
  • Modern Work and Power Platform
• Ability to engage confidently with executives and technical leaders.
• Exceptional communication skills, both written and verbal.
• Experience coordinating architects, developers, designers, delivery managers, and finance/commercial teams during pursuits.