At PwC, our people in software and product innovation focus on developing cutting-edge software solutions and driving product innovation to meet the evolving needs of clients. These individuals combine technical experience with creative thinking to deliver innovative software products and solutions. Those in software engineering at PwC will focus on developing innovative software solutions to drive digital transformation and enhance business performance. In this field, you will use your knowledge to design, code, and test cutting-edge applications that revolutionise industries and deliver exceptional user experiences.The OpportunityWhen you join PwC Acceleration Centers (ACs), you step into a pivotal role focused on actively supporting various Acceleration Center services, from Advisory to Assurance, Tax and Business Services. In our innovative hubs, you’ll engage in challenging projects and provide distinctive services to support client engagements through enhanced quality and innovation. You’ll also participate in dynamic and digitally enabled training that is designed to grow your technical and professional skills.As part of the Software and Product Innovation team you will lead pre-sales and business development for Microsoft 365 Productivity Suite offerings, shaping solution strategies and driving go-to-market initiatives. As a Senior Manager, you will leverage your technical acumen and commercial savvy to navigate complex enterprise engagements, promoting successful outcomes through exemplary stakeholder management. This position provides an exciting opportunity to influence the future of Microsoft 365 solutions while collaborating with diverse teams and presenting to executive-level stakeholders.
Responsibilities
- Direct pre-sales and business development efforts for Microsoft 365 solutions
- Shape strategic approaches for solution offerings and market entry
- Utilize technical knowledge to manage complex enterprise projects
- Secure successful outcomes through impactful stakeholder engagement
- Collaborate with diverse teams to drive innovative solutions
- Present strategies and results to executive-level stakeholders
- Analyze market trends to inform product development strategies
- Mentor team members to enhance their professional growth
What You Must Have
- Bachelor's Degree
- 12 years of experience
- Oral and written proficiency in English required
What Sets You Apart
- 12 years of experience in enterprise IT
- Microsoft Certified: Cybersecurity Architect Specialists
- Microsoft Certified: Azure Administrator Associate
- ITIL 4 Foundation
- PMP or PRINCE2 for program governance
- Excelling in executive presence and storytelling
- Managing stakeholder relationships across various functions
- Designing solutions for M365 workloads and security controls
- Familiarity with migration tooling and CRM platforms
Preferred Knowledge/Skills
Role Summary:
Senior Manager to lead pre-sales and business development for Microsoft 365 Productivity Suite offerings. This role will own solution strategy, deal shaping, executive communications, and go-to-market initiatives across Microsoft 365, migrations (tenant-to-tenant and on-premises to tenant), device management with Intune, security and compliance with Microsoft Purview and Microsoft Defender, and Desktop-as-a-Service solutions. The ideal candidate combines strong technical acumen with commercial savvy, exemplary presentation skills, and proven stakeholder management across complex enterprise and government engagements.
Key Responsibilities
- Drive end-to-end pre-sales activities: discovery, solution design, value articulation, demos, workshops, proposals, RFP/RFI responses, and SOW creation for Microsoft 365 solutions.
- Shape migration strategies and roadmaps for Exchange Online, SharePoint Online, OneDrive, Teams, and Intune device fleets, including tenant-to-tenant and on-premises to tenant migrations.
- Define and present architectures and delivery approaches for Intune device management, Autopilot, co-management (ConfigMgr), Windows Update for Business, and policy baselines.
- Lead security and compliance solutioning leveraging Microsoft Purview (Information Protection, DLP, eDiscovery, Insider Risk, Audit), Microsoft Defender (Endpoint, Office 365, Cloud Apps), and Microsoft Entra ID features (Conditional Access, MFA, PIM).
- Own solutioning for Desktop-as-a-Service, including Windows 365 Cloud PC and Azure Virtual Desktop, and integration with identity, security, and endpoint management.
- Build business cases, TCO/ROI models, and licensing optimization plans (E3/E5, add-ons, NCE/CSP/EA) aligned to customer objectives and budget.
- Navigate and advise on Microsoft 365 Government (GCC, GCC High, DoD) nuances, including feature parity, data residency, compliance frameworks (FedRAMP, CJIS, ITAR), connectivity and migration constraints.
- Collaborate with Sales, Delivery, Architecture, and Product teams to create pursuit plans, solution narratives, pricing, risk registers, and mitigation strategies.
- Lead executive-level presentations, whiteboarding, and solution storytelling for CxO and senior stakeholders; handle objections and negotiation support.
- Coordinate and oversee pilots/PoCs to validate solution fit, performance, security, and user experience.
- Manage partner relationships (Microsoft and ISVs) and leverage funding programs, accelerators, and co-sell motions to improve win rate and margins.
- Own pipeline generation activities with marketing and alliance teams; create thought leadership, case studies, and enablement assets.
- Ensure transition to delivery with clear scope, assumptions, dependencies, and success metrics; support governance and quality during early delivery phases.
Required Qualifications And Experience
- 12+ years of experience in enterprise IT with at least 8+ years in pre-sales and business development focusing on Microsoft 365 and endpoint/security solutions.
- Proven track record leading complex M365 migrations, including tenant-to-tenant and on-premises to tenant for mailboxes, SharePoint sites, OneDrive content, Teams, and devices.
- Hands-on technical knowledge of:
- Microsoft Intune: device enrolment, Autopilot, compliance and configuration policies, app deployment, co-management with ConfigMgr.
- Microsoft Purview: sensitivity labeling, Information Protection, DLP, eDiscovery, Insider Risk, audit and records management.
- Microsoft Defender: Defender for Endpoint, Defender for Office 365, Defender for Cloud Apps; threat protection and response workflows.
- Microsoft Entra ID: Conditional Access, MFA, PIM, identity governance and B2B collaboration.
- Desktop-as-a-Service: Windows 365 Cloud PC and Azure Virtual Desktop design, sizing, and security.
- Working knowledge of Microsoft 365 Government (GCC/GCC High/DoD), including licensing, compliance, connectivity, and migration considerations.
- Strong commercial acumen: solution costing, pricing strategies, margins, and contract terms; familiarity with Microsoft licensing programs (EA, CSP/NCE, MCA).
- Demonstrated excellence in presentation skills, executive communication, stakeholder management, and negotiation.
- Experience with RFP/RFI management, proposal writing, SOW creation, and risk management.
Required Certifications
- Microsoft 365 Certified: Administrator Expert (Exam MS-102).
- Microsoft Certified: Endpoint Administrator Associate (Exam MD-102).
- At least one Microsoft security certification, such as:
- Microsoft Certified: Identity and Access Administrator Associate (Exam SC-300), or
- Microsoft Certified: Information Protection Administrator Associate (Exam SC-400), or
- Microsoft Certified: Security Operations Analyst Associate (Exam SC-200).
Preferred Certifications
- Microsoft Certified: Cybersecurity Architect Expert (Exam SC-100).
- Microsoft Certified: Azure Administrator Associate (Exam AZ-104) or Azure Solutions Architect Expert (AZ-305).
- ITIL 4 Foundation.
- PMP or PRINCE2 for program and governance credibility.
Key Skills
- Executive presence with outstanding presentation, storytelling, and whiteboarding skills.
- Stakeholder management across customer CxO, procurement, security, legal/compliance, and IT operations.
- Solution design and architecture for M365 workloads and endpoint/security controls.
- Business case development, TCO/ROI modelling, and licensing optimization.
- Strong written communication for proposals, SOWs, and customer-facing artifacts.
- Familiarity with migration tooling (e.g., Sharegate, BitTitan, Quest, SkyKick, Microsoft native cross-tenant migration capabilities).
- Proficiency with PowerPoint, Visio, Excel, and CRM platforms (Dynamics 365 or Salesforce).
Success Metrics
- Pipeline growth and qualified opportunity creation.
- Win rate and deal margin improvement.
- Attachment of security and compliance (E5/E5 equivalents) and DaaS components.
- Customer satisfaction (NPS/CSAT) and successful delivery handoff.
- Use of Microsoft funding and co-sell motions to accelerate deals.
Travel
- Willingness to travel up to 25–40% based on customer and event needs.
