Sr. Microsoft Contract Development Manager

About Us Since 1989, SHI International Corp. has helped organizations change the world through technology. Weu2019ve grown every year since, and today weu2019re proud to be a $16 billion global provider of IT solutions and services. Over 17,000 organizations worldwide rely on SHIu2019s concierge approach to help them solve whatu2019s next. But the heartbeat of SHI is our employees u2013 all 7,000 of them. If you join our team, youu2019ll enjoy: + Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S. + Continuous professional growth and leadership opportunities. + Health, wellness, and financial benefits to offer peace of mind to you and your family. + World-class facilities and the technology you need to thrive u2013 in our offices or yours. Job Summary The Sr. Microsoft Capture and Business Development Manager, helps support regional and national growth strategies with our current contracts and will position our existing contracts to identify, develop, attain, and maximize new Microsoft business opportunities. Additionally, this role works closely with Public Sector RFP, Sales, Writing, and Solutions teams to help identify potential Microsoft contracts and to help develop capture strategy for those key contracts. The Sr. Microsoft Capture and Business Development Manager, Public Sector will drive a pursuit plan that aligns with SHl's Public sector vision and will regularly conduct competitive analyses that help position sales and RFP teams to win bid awards. The Senior Capture and Development Manager, Public Sector Informs and drives SHI strategic growth initiatives by ensuring that appropriate capture activities occur and that capture efforts are consistent with a structured approach, providing process oversight as necessary. Viewed as an authority in their position with broad job and industry knowledge, the Sr. Microsoft Capture and Business Development Manager serves as an expert whose informed analysis is valued and respected. The Sr. Microsoft Capture and Business Development Manager, Public Sector will report to the Director, Contract Capture and Development. Role Description + Execute strategies and tactics to deliver a qualified pipeline of Microsoft contract opportunities with pursuit and win plans for each + Maintain the Strategic Business Capture system using internal and external resources + Research and analyze available data to identify competitive buying trends utilizing a variety of sources to include State Budgets, government trade sources and procurement sites such as Navigator, SmartProcure, GovWin and Onvia + Collaborate with Public Sector Sales teams, Proposal Writing teams, Proposals and Compliance teams to create and maintain Capture Plans + Understand and navigate government contracting vehicles and procedures + Establish external teaming partnerships related to capture pursuits + Act as the capture lead in coordination with key internal stakeholders (e.g., partner teams, sales teams, proposal team, contracts, writers) to position SHI and our partners to win the business + Gather intelligence, assess competitors, and help position SHI to win new Microsoft contracts + Define win strategy criteria based upon RFP and information acquired in the qualification phase + Lead Microsoft program pursuit, proposal responses, win strategies, technical discriminators, solutions providers, and pricing + Work with Microsoft to develop, identify, and qualify upcoming opportunities + Conduct after-action reviews for business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions + Interface between the Business Development team and internal and external stakeholders (prime or subcontractors, business group units) + Mentor and counsel Microsoft account managers, field account executives, sales managers, and proposal writers through the contract capture process + Attend conferences and other external meetings to explore business development opportunities + Support continual business development process improvement + Maintain appropriate records and documentation; tracking, monitoring, and reporting data to support business development + Evangelize and enable use of profitable, strategic contracts to SHI sellers + Educate internal and external parties on the benefits, terms and conditions, and operational aspects of key contracts, both lxl and in group training settings Behaviors and Competencies + Reporting: Can proactively gather, organize, and present information to facilitate decision-making and progress. + Training: Can proactively seek out areas of improvement, initiate training programs, and contribute to innovative learning methods. + Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. + Problem-Solving: Can proactively identify potential problems, initiate preventive measures, and propose and contribute to innovative solutions. + Results Orientation: Can set challenging goals for their team and lead them to achieve these goals, demonstrating a consistent track record of results. + Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably. + Data Analysis: Can apply complex analytical methods and algorithms for predictive modeling and can interpret and communicate the results effectively. + Teamwork: Can lead a team effectively, facilitating cooperation, sharing information, and ensuring that all team members are able to contribute to their full potential. + Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. + Time Management: Can consistently use time effectively, balance multiple tasks, and meet deadlines. Skill Level Requirements + The ability to effectively communicate and sell complex technical products or services by understanding customer needs, articulating the value proposition, and providing technical expertise to support the sales process. - Intermediate + Understanding of Information Technology products and solutions to effectively evaluate, implement, and support technological initiatives within an organization. - Intermediate + Ability to examine, clean, transform, and model data to discover useful information, draw conclusions, and support decision-making. - Intermediate + Comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth. - Intermediate + The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Intermediate Other Requirements + Completed Bacheloru2019s Degree or relevant work experience required + 3-5 years of experience in a similar role + Extensive Microsoft licensing experience + Ability to travel to SHI, Partner, and Customer Events + Ability to travel 15% + Ability to work flexible hours The estimated annual pay range for this position is $125,000 - $205,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity u2013 M/F/Disability/Protected Veteran Status

Created: 2026-02-06