Overview:

Hexaware Digital IT Ops (DITO) is a rapidly growing business unit within Hexaware, with the Cloud Workplace practice playing a pivotal role in revenue and growth. As we expand into new technological domains, we are seeking an experienced Microsoft M365 Services Pre-Sales Consultant and Solution Expert to join our dynamic team. The successful candidate will collaborate within a cross-technology team, taking ownership of end-to-end solutions for complex digital workplace transformations.

The role necessitates partnering with the primary account manager to deliver comprehensive pre-sales support, from proposal and statement of work development to solution defense.

Key Responsibilities:

- Expertise: Possess and continually update expert knowledge in M365 technologies and related components.- Pre-Sales Partnership: Collaborate with field-based account managers (Business Development Managers [BDMs]) to own pre-sales activities for assigned solutions at the customer level.- Requirements Analysis: Analyze and gather business requirements from large and complex client environments. Conduct research and investigations to formulate accurate technical solution proposals aligned with client needs.- Cost Estimation: Develop cost estimates (cost models) for professional services and managed services, including deployment, migration, implementation, workshops, etc.- Proposal Presentation: Present proposals and statements of work to customers. Engage in discussions and guide customers through the scope and commercials, facilitating the sign-off of the SOW/Contract.- Handover: After contract signing, seamlessly transition the deal to the delivery/execution team.- Business Development: Collaborate with BDMs and local sales leadership to drive new business opportunities within the existing regional account base. Support customer acquisition activities as assigned.- Solution Development: Develop overall solutions, statements of work (SOW), service design,



and bills of materials (BOM).- Partnership/Alliance Support: Assist with partnership/alliance functions, acting as the primary contact for Partner/Channel Account Managers. Contribute to GTM and business planning and drive forward programmatic initiatives.- Solution Evangelism: Act as a solution evangelist, engaging in speaking/presenter engagements at conferences, conventions, user groups, webinars, etc.- Transformational Experience: Bring experience as a Solutions Lead, focusing on large-scale, complex, transformational digital workplace solutions across Collaboration, Desktop Engineering, Virtual Desktop, and Digital enablers such as M365, O365, Service Desk, Desk Side support, etc.- Technology Knowledge: Possess knowledge and experience in multiple technologies and their business applications.- Business Case Development: Ability to develop business cases involving ROI/TCO/Business benefit analysis, as well as negotiate Resource Cost Models.- IP Creation: Ability to create solution proposition Intellectual Property for repeatable offerings.- Team Collaboration: Strong team player in both virtual and solutions teams.- M365 Expertise: Robust understanding of the transformation and operations of M365 services, including email, files, MS Teams, Azure AD, Endpoint Management, Defender security suite, and licensing models.- M&A; Knowledge: Knowledge and experience in M365 merger and acquisition scenarios.- Reporting: Maintain and report on regional service delivery, opportunity funnel/pipeline, and project status.

Qualifications and Requirements:

- 8+ years of experience in M365 Services and technologies and related components.- 6+ years in consulting or customer-facing environments.- Experience in pre-sales or sales environments.- Expert-level understanding in the majority of M365 workloads, Microsoft Security Suite, Microsoft Identities and Active Directory, Microsoft Exchange, Microsoft Teams, Teams Voice, and related infrastructure.- Relevant Microsoft certifications are desirable.- Ability to sell, scope, and price with limited support.

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