Pre-Sales Solutions Professional – MWP & Security

Role Overview The Technical Sales Professional (TSP) – Modern Workplace & Security is a customer-facing pre-sales specialist responsible for driving Microsoft 365 Modern Workplace and Security solution opportunities from qualification through solution design and technical positioning. This role owns the specialist portfolio for Microsoft 365 Modern Workplace services, enabling customers to improve productivity, collaboration, security, compliance, and digital workplace experience. The TSP works closely with account managers, consultants, delivery teams, and technology partners to shape winning solutions, overcome technical blockers, and support achievement of sales and gross profit targets. The role requires a strong blend of technical depth, commercial awareness, and customer engagement skills, including solution demonstrations, workshops, proposal support, and scope development. Role Responsibilities Own the technical qualification, discovery, and solution design process for assigned opportunities. Translate customer business and technical requirements into solution architecture, scope, and services proposals. Support the sales cycle from initial engagement through proposal, technical validation, and deal closure. Design and position Microsoft 365 solutions across collaboration, security, compliance, identity, and endpoint management. Recommend fit-for-purpose solutions based on customer environment, business goals, licensing model, and security/compliance requirements. Identify technical risks, dependencies, and constraints early and propose mitigation plans. Build high-level and detailed technical scopes of work (SoW), implementation approaches, and phased roadmaps. Provide technical leadership for Microsoft 365 Security solutions including (Microsoft Entra ID, Microsoft Intune, Microsoft Defender suite, and Microsoft Sentinel) Build implementation and migration scopes aligned to customer requirements and readiness. Support solution positioning for Microsoft Purview capabilities including (Information Protection / Sensitivity Labels, Data Loss Prevention (DLP), Insider Risk Management, and Compliance / Audit / eDiscovery-related capabilities) Assess customer environments and propose migration/transformation strategies for Microsoft 365 adoption. Support different migration scenarios, including (On-premises to Microsoft 365, Cross-tenant migration, Google Workspace / Google migration to Microsoft 365, and Email / Collaboration workload migrations) Recommend suitable migration approaches, tools, and cutover strategies. Work with delivery teams to validate assumptions, timelines, and effort estimates. Contribute to RFP/RFQ responses, technical proposals, and solution write-ups. Prepare professional customer-facing documentation, presentations, and design artifacts. Collaborate with internal delivery/PMO teams to ensure proposed scope is executable and aligned with delivery standards. Conduct customer discovery sessions, technical workshops, solution presentations, and demos. Collaborate with Microsoft and other partners on solution alignment, licensing, and technical support. Work closely with account managers to build account strategies and grow pipeline in the Modern Workplace & Security portfolio. Share market feedback, customer challenges, and competitive insights with internal teams. Required Technical Background & Skills Core Technical Knowledge Good background in on-premises Microsoft infrastructure and services, such as: Active Directory (AD) Microsoft Exchange SharePoint ADFS Good knowledge of Microsoft 365 licensing, packages, and service mapping. Microsoft 365 Security & Compliance Hands-on experience with Microsoft 365 Security solutions, including: Microsoft Entra ID Microsoft Intune Microsoft Defender Suite Microsoft Sentinel Ability to design solution approach and build technical Scope of Work for deployment/services engagements. Hands-on experience with Microsoft Purview solutions, including: Data Protection & Governance Insider Risk Management Compliance tools/capabilities Migrations Good experience with Microsoft 365 migration scenarios, including: Cross-tenant migration On-premises to cloud migration Google to Microsoft 365 migration Familiarity with common migration tools and methodologies. Communication Skills Strong presentation and communication skills. Ability to deliver online sessions, technical workshops, and demos effectively. Familiarity with building RFP responses and designing technical scopes of work. Strong customer-facing consulting mindset with ability to simplify complex technical topics. Qualifications & Experience Bachelor’s degree in information technology, Computer Science, Engineering, or related field (preferred). 3+ years relevant experience in technical pre-sales, solution consulting, or Microsoft 365 consulting roles. Proven experience in Microsoft 365 Modern Workplace and Security solution positioning and scoping. Microsoft certifications (preferred) in areas such as: Microsoft 365 Security / Identity Endpoint Management Purview / Compliance Show more Show less