Lead customer discovery sessions to understand business outcomes, technical requirements, constraints and buying criteriaQualify Microsoft opportunities and shape technical approaches across Azure, AI, Microsoft 365, Copilot, GitHub and CSPDesign and facilitate customer workshops, including Azure pre-migration assessments, Copilot accelerators, intent-building sessions and Microsoft Agentic AI pre-assessmentsLead demonstrations, proof-of-value activities and time-boxed proof-of-concept scopingDevelop solution narratives connecting customer requirements with Microsoft programmes and Versent's delivery capabilityContribute to complex proposals, CSP licensing opportunities, tenders and RFP responsesProvide solution assumptions, effort estimates and technical inputs with sales, subject-matter experts and delivery leadersSupport Microsoft and Telstra co-sell opportunities through solution mapping and technical guidanceCreate explicit presales-to-delivery handoversDevelop repeatable Microsoft accelerators, workshop formats, assessment packs, demonstrations and go-to-market assetsRequirementsEight or more years of experience in consulting, presales solutioning, technical sales, Microsoft Cloud or a senior client-facing role within a complex enterprise environmentStrong customer engagement, technical discovery, workshop facilitation and structured communication skillsDemonstrated experience qualifying Microsoft opportunities,



shaping solution direction and articulating technical and business valueStrong written communication and proposal capability, including experience contributing to RFPs, tenders, solution narratives or assessment outputsDeep understanding of Microsoft CSP products and the Microsoft MCI partner programmeCommercial awareness across business cases, scope, assumptions, funding alignment, consumption opportunities and riskAbility to influence and bring together stakeholders across sales, technology, delivery, partners and customersCore CompetenciesDemonstrates 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 keywordsMicrosoft Cloud SolutionsCustomer EngagementTechnical DiscoveryProposal DevelopmentWorkshop FacilitationHard SkillsMicrosoft AzureMicrosoft 365CSP LicensingTechnical SalesSolution DesignRFP ContributionProof-of-Concept ScopingSolution MappingAssessment OutputsCommercial AwarenessSoft SkillsStructured CommunicationStakeholder InfluenceCustomer Relationship ManagementCollaborationFacilitationIndustry KeywordsConsultingPresales SolutioningEnterprise EnvironmentBusiness CasesRisk ManagementTools & TechnologiesMicrosoft CopilotGitHubMicrosoft Agentic AIVersent Delivery Capability
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📌 Cloud & Ai Presales Specialist (Melbourne)
🏢 Jobtailor
📍 Melbourne