Cloud & AI Presales Specialist

Jobtailor; City of Melbourne; On-site; AUD 140,000 - 210,000; Full time

Job summary

Jobtailor in Melbourne is seeking a senior presales consultant to lead discovery sessions, map customer needs to Microsoft cloud programs, and shape technical approaches across Azure, Copilot, GitHub and CSP. You will design customer workshops, run DVCs, and craft compelling solution narratives that tie business outcomes to Microsoft offerings.

You will collaborate with sales, SME teams and delivery leaders to produce proposals, respond to tenders, and enable successful go-to-market engagements,

Qualifications

• Extensive experience in consulting or presales in complex enterprise environments.
• Strong ability to qualify opportunities and articulate business value.
• Proven capability to write proposals and respond to RFPs.
• Deep knowledge of Microsoft cloud products and partner programs.

Responsibilities

• Lead customer discovery sessions to understand outcomes and requirements.
• Qualify Microsoft opportunities and shape technical approaches across Azure, AI, M365, Copilot, GitHub and CSP.
• Design and facilitate customer workshops, including pre-migration assessments and accelerators.
• Lead demonstrations, proof-of-value activities and time-boxed PoC scoping.
• Develop solution narratives connecting customer needs with Microsoft programmes and Versent’s delivery capability.
• Contribute to complex proposals, CSP licensing opportunities, tenders and RFP responses.
• Provide solution assumptions, effort estimates and technical inputs with sales and delivery teams.
• Support Microsoft and Telstra co-sell opportunities through mapping and guidance.
• Create clear presales-to-delivery handovers.
• Develop repeatable accelerators, workshop formats, assessment packs and go-to-market assets.

Skills

Customer Engagement

Technical Discovery

Proposal Development

Workshop Facilitation

Stakeholder Influence

Structured Communication

Tools

Microsoft Copilot

GitHub

Microsoft Agentic AI

Azure

Microsoft 365

CSP Licensing

Job description

• Lead customer discovery sessions to understand business outcomes, technical requirements, constraints and buying criteria
• Qualify Microsoft opportunities and shape technical approaches across Azure, AI, Microsoft 365, Copilot, GitHub and CSP
• Design and facilitate customer workshops, including Azure pre-migration assessments, Copilot accelerators, intent-building sessions and Microsoft Agentic AI pre-assessments
• Lead demonstrations, proof-of-value activities and time-boxed proof-of-concept scoping
• Develop solution narratives connecting customer requirements with Microsoft programmes and Versent’s delivery capability
• Contribute to complex proposals, CSP licensing opportunities, tenders and RFP responses
• Provide solution assumptions, effort estimates and technical inputs with sales, subject-matter experts and delivery leaders
• Support Microsoft and Telstra co-sell opportunities through solution mapping and technical guidance
• Create clear presales-to-delivery handovers
• Develop repeatable Microsoft accelerators, workshop formats, assessment packs, demonstrations and go-to-market assets

Requirements

• Eight or more years of experience in consulting, presales solutioning, technical sales, Microsoft Cloud or a senior client-facing role within a complex enterprise environment
• Strong customer engagement, technical discovery, workshop facilitation and structured communication skills
• Demonstrated experience qualifying Microsoft opportunities, shaping solution direction and articulating technical and business value
• Strong written communication and proposal capability, including experience contributing to RFPs, tenders, solution narratives or assessment outputs
• Deep understanding of Microsoft CSP products and the Microsoft MCI partner programme
• Commercial awareness across business cases, scope, assumptions, funding alignment, consumption opportunities and risk
• Ability to influence and bring together stakeholders across sales, technology, delivery, partners and customers

Core Competencies

Demonstrates 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 keywords

• Microsoft Cloud Solutions
• Customer Engagement
• Technical Discovery
• Proposal Development
• Workshop Facilitation

Hard Skills

• Microsoft Azure
• Microsoft 365
• CSP Licensing
• Technical Sales
• Solution Design
• RFP Contribution
• Proof-of-Concept Scoping
• Solution Mapping
• Assessment Outputs
• Commercial Awareness

Soft Skills

• Structured Communication
• Stakeholder Influence
• Customer Relationship Management
• Collaboration
• Facilitation

Industry Keywords

• Consulting
• Presales Solutioning
• Enterprise Environment
• Business Cases
• Risk Management

Tools & Technologies

• Microsoft Copilot
• GitHub
• Microsoft Agentic AI
• Versent Delivery Capability