- Lead customer discovery sessions to understand business outcomes, technical requirements, constraints and buying criteria
- Qualify Microsoft opportunities and shape technical approaches across Azure, AI, Microsoft 365, Copilot, GitHub and CSP
- Design and facilitate customer workshops, including Azure pre-migration assessments, Copilot accelerators, intent-building sessions and Microsoft Agentic AI pre-assessments
- Lead demonstrations, proof-of-value activities and time-boxed proof-of-concept scoping
- Develop solution narratives connecting customer requirements with Microsoft programmes and Versent’s delivery capability
- Contribute to complex proposals, CSP licensing opportunities, tenders and RFP responses
- Provide solution assumptions, effort estimates and technical inputs with sales, subject-matter experts and delivery leaders
- Support Microsoft and Telstra co-sell opportunities through solution mapping and technical guidance
- Create clear presales-to-delivery handovers
- Develop repeatable Microsoft accelerators, workshop formats, assessment packs, demonstrations and go-to-market assets

Requirements

- Eight or more years of experience in consulting, presales solutioning, technical sales, Microsoft Cloud or a senior client-facing role within a complex enterprise environment
- Strong customer engagement, technical discovery, workshop facilitation and structured communication skills
- Demonstrated experience qualifying Microsoft opportunities, shaping solution direction and articulating technical and business value




- Strong written communication and proposal capability, including experience contributing to RFPs, tenders, solution narratives or assessment outputs
- Deep understanding of Microsoft CSP products and the Microsoft MCI partner programme
- Commercial awareness across business cases, scope, assumptions, funding alignment, consumption opportunities and risk
- Ability to influence and bring together stakeholders across sales, technology, delivery, partners and customers

Core Competencies

Demonstrates expertise in Microsoft Cloud solutions, including Azure and Microsoft 365, with a strong focus on customer engagement, technical discovery, and presales solutioning. Proven ability to develop compelling proposals and facilitate workshops that align technical solutions with business outcomes.

Highest-signal resume keywords

- Microsoft Cloud Solutions
- Customer Engagement
- Technical Discovery
- Proposal Development
- Workshop Facilitation

Hard Skills

- Microsoft Azure
- Microsoft 365
- CSP Licensing
- Technical Sales
- Solution Design
- RFP Contribution
- Proof-of-Concept Scoping
- Solution Mapping
- Assessment Outputs
- Commercial Awareness

Soft Skills

- Structured Communication
- Stakeholder Influence
- Customer Relationship Management
- Collaboration
- Facilitation

Industry Keywords

- Consulting
- Presales Solutioning
- Enterprise Workplace
- Business Cases
- Risk Management

Tools & Technologies

- Microsoft Copilot
- GitHub
- Microsoft Agentic AI
- Versent Delivery Capability

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📌 Cloud & AI Presales Specialist (Melbourne)
🏢 Jobtailor
📍 Melbourne