Head of Microsoft Business Applications (BizApps) Presales

Role Overview

The Head of Microsoft BizApps Presales is responsible for leading and scaling the presales function across the Microsoft Business Applications portfolio, including Dynamics 365, Power Platform, Copilot, Copilot Studio, and D365 Contact Center (CCaaS). This role blends leadership, solution strategy, and hands-on presales execution.

You will manage and mentor a team of presales consultants while remaining actively engaged in key opportunities-shaping propositions, validating solution designs, and driving high-quality customer engagements.

Key Responsibilities

Presales Leadership & Team Management

• Lead, coach, and develop a high-performing Microsoft BizApps presales team
• Define presales processes, governance, and best practices
• Allocate resources effectively across opportunities and priorities
• Establish performance metrics and ensure continuous capability development

Solution Strategy & Proposition Development

• Contribute to and shape go-to-market propositions across Dynamics 365, Power Platform, Copilot, Copilot Studio, and D365 CCaaS
• Align solutions with Microsoft strategy and partner specialisations
• Collaborate with sales, delivery, and marketing to refine offerings
• Ensure propositions are competitive, scalable, and commercially viable

Opportunity Support & Execution

• Act as lead presales architect on strategic and complex deals
• Engage directly with customers to understand business needs and articulate value
• Deliver compelling demos, workshops, and presentations across BizApps, including Copilot-led scenarios and CCaaS solutions
• Support deal qualification and win strategy development

Estimation & Commercial Governance

• Lead and review solution estimations to ensure accuracy and consistency
• Drive estimation governance, tools, and methodologies
• Balance commercial competitiveness with delivery risk management
• Provide oversight on pricing models and assumptions

Statements of Work (SoW) & Proposal Quality

• Oversee creation and quality assurance of Statements of Work
• Ensure alignment between proposed solutions and delivery capabilities
• Review proposals for clarity, completeness, and risk mitigation
• Establish standards and templates for reusable assets

Stakeholder Collaboration

• Partner closely with Sales, Delivery, and Practice Leads
• Act as a senior point of contact for customers during presales engagements
• Build strong relationships with Microsoft stakeholders

At Telefónica Tech(part of the Telefónica Group) we believe in building a better world through secure digital enablement, focusing on empowering organisations through every stage of their digital journey, and solving their most complex business challenges with our comprehensive suite of technology solutions across Data & AI, Cyber Security, Cloud, Business Applications, and Modern Workplace.

Our people, with deep-rooted expertise and specialist knowledge, are the driving force behind our end-to-end solutions, which are also backed by our enduring global legacy and advanced capabilities. This combination puts us in a unique position to meet the evolving needs of our customers and guide them confidently through their digital transformation, as a trusted partner.