Microsoft 365 Presales Architect & Solutions Lead

Pathway Search; Sydney; Hybrid; AUD 150,000 - 210,000; Full time

Job summary

Pathway Search is seeking a Presales Architect / Solutions Consultant to join a growing Microsoft-focused practice in Sydney (Hybrid), serving SMB and Enterprise accounts.

TheRole: partner with sales to shape winning strategies; design architectures across Azure, M365, and Power Platform; lead technical discovery workshops and POCs; own RFP/RFI/RFQ narratives; build relationships with IT leaders; translate tech to business value; support licensing models and Microsoft co-sell programs.

Qualifications

• 5+ years in a Presales, Solutions Consultant, or Solutions Architect role, ideally within a Microsoft Partner, MSP, or systems integrator environment.
• Strong hands-on knowledge across the Microsoft ecosystem — Azure (IaaS/PaaS), Microsoft 365, Entra ID, and ideally exposure to Power Platform, Dynamics 365, or Microsoft Security (Defender/Sentinel/Purview)
• Demonstrated ability to work both SMB (fast, pragmatic, cost-conscious) and Enterprise (complex, multi-stakeholder, governance-heavy) sales motions
• Confident presenter and workshop facilitator, comfortable engaging technical and C-suite audiences alike
• Experience responding to formal tenders/RFPs with well-structured technical and commercial content
• Excellent stakeholder management, communication, and consultative selling skills
• Self-starter who can manage a varied pipeline of concurrent opportunities across different sales stages

Responsibilities

• Partner with Account Executives and Sales teams to qualify opportunities and shape winning solution strategies across the Microsoft ecosystem
• Design and present tailored solution architectures spanning Azure infrastructure, Microsoft 365, Power Platform, adapted to the scale and maturity of SMB vs Enterprise customers
• Lead and deliver technical discovery workshops, demos, proof-of-concepts (POCs), and proof-of-value engagements
• Own the technical narrative in RFP/RFI/RFQ responses, including solution design, architecture diagrams, and level-of-effort estimates
• Build trusted advisor relationships with customer technical stakeholders (IT Managers through to CTOs/CIOs)
• Translate complex technical concepts into clear business value for non-technical stakeholders and executive audiences
• Support commercial structuring of deals, including licensing models (CSP, EA) and Microsoft co-sell/partner incentive programs

Skills

Presales

Solutions Architect

Azure

Microsoft 365

Power Platform

RFP/RFI/RFQ responses

Stakeholder management

Executive communication

Job description

Pathway Search is seeking a Presales Architect / Solutions Consultant to join a growing Microsoft-focused practice in Sydney (Hybrid), serving SMB and Enterprise accounts.

TheRole: partner with sales to shape winning strategies; design architectures across Azure, M365, and Power Platform; lead technical discovery workshops and POCs; own RFP/RFI/RFQ narratives; build relationships with IT leaders; translate tech to business value; support licensing models and Microsoft co-sell programs.