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 robust 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 Environment
Business Cases
Risk Management
Tools & Technologies
Microsoft Copilot
GitHub
Microsoft Agentic AI
Versent Delivery Capability
#J-*****-Ljbffr

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