Microsoft Modern Work & Security Practice Lead

Microsoft Modern Work & Security Practice Lead

The role (what this is):

This is a senior, customer-facing lead role in our Microsoft Practice. You’ll sit at the front of the practice, working with Account Managers, customers, and Microsoft, turning customer challenges into clear solution direction, strong proposals, and qualified pipeline. 

The role is primarily focused on presales and commercial activities. However, you must have enough technical delivery experience to design solutions that are practical and add value for both the customer and eir evo. You will also support customers as they prepare for AI adoption, including readiness for Modern Work, Security, and Copilot.

What you’ll be responsible for:

Lead presales for Modern Workplace & Security

• Own presales engagement across Modern Work, Security, and Copilot opportunities. 

• Manage and progress opportunities from the CRM with consistent attention and strong organisational discipline.

• Drive early discovery that gets to the real customer problem (not just the tech ask).

• Run workshops and solutioning sessions that produce a clear plan, scope, and next steps.

Be the person who leads the room with customers

• Lead customer calls and steer conversations confidently. Listening is important, but you need presence.

• Run events, webinars, and workshops that engage customers and move discussions forward.

• Challenge assumptions politely and suggest better options when possible, including phased approaches if budgets are tight.

• Translate technical choices into clear outcomes like risk reduction, productivity, compliance, operational overhead, and adoption.

Build commercially and technically solid proposals

• Ensure each proposal is well-structured, easy to follow, and tailored to the client.

• Carefully consider effort, dependencies, and delivery approach, with accurate costing.

Aid pipeline growth with the sales team

• Work with Sales and Delivery to identify, shape, and win opportunities. 

• Be responsive and reliable; help the sales team keep momentum and avoid delays. 

• Build relationships across the AM community through outreach and structured touchpoints. 

Microsoft partnership and practice contribution

• Support Microsoft relationship management: QBRs, co-sell motions, incentives, and joint planning. 

• Support certification planning and capability depth across the practice. 

• Support delivery escalations when needed and help ensure smooth handover from presales to delivery.

What good looks like (success measures)

These are realistic indicators we’ll use to measure success in the role:

• Presales execution

• Customer leadership

• Commercial quality

• GTM contribution 

What you’ll bring

Experience

• Strong background in Microsoft Modern Workplace and Security solutioning in a customer-facing role.

• Proven presales ability: discovery, workshops, shaping scope, producing proposals, and supporting close. 

• Commercial awareness: you understand margin, delivery effort, risk, and how to structure work so it succeeds. 

• Experience in a Microsoft Partner and/or CSP environment is a strong advantage. 

• Willingness to challenge technical experts on proposed solutions to ensure the best outcome for the customer and the business.

Skills and behaviors (the practical stuff)

• You’re organised and you follow through. You don’t let opportunities drift. 

• You’re comfortable being the lead voice on customer calls. 

• You write well. Your proposals sound human and are specific to the customer.

• You work well with sales; visible, responsive, and proactive in building relationships. 

Certifications

• Relevant Microsoft certifications are expected. 

Reports to:

• Microsoft Practice Director

Location:

• Flexible, hybrid working with two to three days at the head office at HSQ2, Dublin.