Managed Services - Pre-Sales Consultant

The Managed Services Pre-Sales Consultant is part of the UK managed services sales and pre‑sales team and plays a critical role in shaping, renewing and growing managed services engagements. This role partners closely with Account Management and Customer Teams to identify growth opportunities and design commercially sound Managed Services propositions aligned to customer needs.

Purpose Of The Role

The role is focused on renewals, RFPs, customer take‑ons, upselling and cross‑selling services, translating customer requirements into clear service offerings, and producing accurate, well‑structured commercial proposals using pricing calculators and standard frameworks. Demonstrable knowledge of the Microsoft platform is essential, particularly Dynamics 365 and Azure, combined with experience in Managed Services or long‑term support models.

Key Responsibilities

• Serve as a managed service solution specialist assisting with all customer renewals and new customer take‑ons.
• Maintain strong collaboration with Industry Leads, wider Service lines, customer teams and Global Managed Services teams.
• Ensure customers always receive high‑quality managed service proposals, ensuring HSO managed service offerings stay competitive in the UK marketplace.
• Work with Customer Teams and account managers to identify upsell and cross‑sell opportunities based on customer maturity, usage and evolving needs.
• Position additional services such as enhanced support, optimisation, monitoring, automation, or advisory services.
• Support all HSO teams with customer conversations, providing structured, value‑led proposals rather than reactive pricing.

Commercials And Pricing

• Ensure all managed service proposals are delivered with accurate and competitive pricing using the latest HSO managed services pricing calculators and cost models.
• Ensure proposals are commercially viable, consistent and aligned to HSO’s approved services and delivery models.
• Deliver and create clearly articulated scope documentation to customer and HSO teams, identifying all services in and out of scope.
• Support deal governance, approvals and internal handover into delivery.

Stakeholder Collaboration

• Work closely with Service Delivery Managers, Architects and Technical SMEs to validate scope and approach.
• Act as the bridge between technical teams and commercial stakeholders.
• Support consistent messaging across sales, pre‑sales, and delivery.
• Contribute to the continuous improvement of Managed Services offerings and collateral.
• Promote awareness of additional and new services that customers may require or benefit from.
• Research and validate customer needs to support accurate solution design and scoping.
• Assist HSO managed service team with contract changes including drafting changes and pricing amendments.
• Proactively identify potential new service offerings and work creatively with stakeholders to develop effective new solutions.

Reporting & Service Improvement

• Work with the Head of Managed Service Sales & Presales to gather insights and lessons learned for successful and unsuccessful opportunities.
• Support customer teams in collecting and analysing data to improve service offerings and highlight any areas for growth services or new service offerings.

Compliance & Internal Governance

• Ensure timely completion of internal processes in accordance with the Company Handbook.
• Work in alignment with HSO’s Quality System and governance requirements.
• Ensure all deals are compliant with HSO management authorisation rules.

Experience & Skills

• Proven experience in a Pre‑Sales, Solution Consulting, or Commercial role within Managed Services.
• Strong background in Microsoft‑based solutions, ideally Dynamics 365 and Azure.
• Experience supporting contract renewals and growing existing customer accounts.
• Familiarity with Managed Services constructs such as SLAs, service tiers, fair usage, and transition models.
• Good working knowledge of the Microsoft ecosystem, including Dynamics 365 Finance and Operations and/or Customer Engagement Azure services relevant to ERP, integration, security, and operations.
• Ability to hold credible conversations with technical and non‑technical stakeholders.
• Comfortable discussing pricing, scope and value with customers.
• Strong written skills for proposals, statements of work and service descriptions.
• Confident presenter in customer‑facing discussions and internal forums.
• Structured, analytical thinker with attention to detail.

Desirable Skills

• Experience working for a Microsoft Partner or SI.
• Exposure to ITIL, service management, or customer success frameworks.
• Understanding of long‑term support, optimisation and platform evolution models.
• Has worked in a managed service environment and assisted in development of new service offerings.

Personal Qualities

• Excellent communication and customer interaction skills.
• Ability to work under pressure and meet time limits.
• Self‑motivated individual.
• Logical mind set and the ability to troubleshoot complex issues.
• Ability to manage customer expectations.
• Team player willing to be part of a team as well as help teams grow and foster.