Sr. Microsoft Development Manager

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll 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 – in our offices or yours.

The Sr. Microsoft Contract Development Manager supports regional and national growth by strengthening existing contracts and driving new Microsoft business opportunities. This role partners closely with Public Sector RFP, Sales, Writing, and Solutions teams to identify prospective Microsoft contracts and develop effective capture strategies. The manager leads pursuit planning aligned with SHI’s Public Sector vision and conducts competitive analyses to position teams for successful bid outcomes.

They ensure capture activities follow a structured, consistent approach and provide oversight to advance SHI’s strategic growth initiatives.

Recognized as a subject‑matter expert with broad industry and functional knowledge, the Sr. Microsoft Contract Development Manager contributes informed guidance and analysis. This role reports to the Director, Contract & Business Development.

• 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, Smart Procure, Gov Win 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

• 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…