Practice Lead, Microsoft

Location: Sydney (hybrid)
Reports to: Director
Type: Full time, permanent
Compensation: Base plus practice performance incentive. Range discussed on application.

About Coder Trove

Coder Trove has been building and running enterprise systems since 2010. Six practices sit under one firm: Dynamics 365, Power Platform, Azure and Cloud, Cyber Security, AI and Data, and Custom Software.

Our engineering heritage is custom build (.NET, React, Node, Python, cloud native), and it shapes how we approach business platforms. A D365 rollout is never just D365. Integration, data, security and the software around the edges arrive with it, and we are organised to hold the whole estate rather than hand the hard parts to someone else.

Delivery runs out of Sydney, supported by a dedicated offshore centre in Vietnam under our Assemble, Operate and Transition model. We also deliver white label behind other consulting partners.

The role

We are putting serious investment behind our Microsoft business and want one person accountable for it. You will own the practice end to end: what we sell, how we price it, our relationship with Microsoft, the quality of what we deliver, and the team that delivers it.

You will be building the practice rather than inheriting a finished one. Expect to be writing the first proposals yourself, sitting in the architecture sessions, and calling your own Microsoft contacts in your first month.

What already exists

This is not a cold start. The firm has delivered Dynamics 365 programmes for multinational organisations, including a full AX 2012 to Finance and Operations migration, and runs ongoing D365 and Azure support arrangements today. There are existing enterprise clients with Microsoft surface area across our software, cloud and cyber work, an established white-label channel into other consulting partners, and a delivery centre in Vietnam already staffing blended teams. The Director currently holds the Microsoft pipeline and relationships, and hands them to you as you ramp.

What you will own

Practice strategy and P&L

• Revenue, margin, utilisation and rate card for the Microsoft practice, against an agreed growth plan
• The offering set across Dynamics 365 (Finance and Operations, Customer Engagement, Business Central), Power Platform, Azure, and Copilot and AI workloads, including packaged offers, assessments and fixed-price accelerators
• Annuity revenue alongside project work: application management, support, managed services and platform governance retainers
• Growing the Microsoft footprint inside existing custom software, cloud and cyber accounts, and pulling those capabilities into Microsoft deals

The Microsoft relationship

• Own our relationship with Microsoft ANZ end to end: partner development managers, account executives, specialists, cloud solution architects and the field sellers who actually influence deals
• Drive partner designations and specialisations, certification coverage, customer references and reported revenue, with the requirements tracked rather than rediscovered each quarter
• Run co-sell properly: marketplace listings, transactable offers, co-sell ready status, and working alongside Microsoft sellers through their engagement stages rather than around them
• Use partner funding and incentive programs (ECIF, pre-sales and post-sales incentives, workshop and assessment funding, migration programs) as a deliberate part of how deals get built
• Licensing fluency across Dynamics, Power Platform, Microsoft 365, Copilot and Azure consumption: what a client actually needs, what it costs them, how Microsoft measures our influence on it, and how that shapes our commercial position

Presales, bids and solutioning

• Qualify hard, then shape and lead bids, tenders, RFPs and proposals from first conversation to signature
• Solution architecture and estimation for platform and integration work, including the build versus configure calls that decide whether a programme lands
• Commercial models: time and materials, capped, fixed price and outcome based, with pricing you can defend on margin
• Present and hold your ground at CIO, CFO and steering committee level

Delivery oversight

• Accountable for delivery quality and client outcomes across the practice portfolio
• Set the delivery method: environment and ALM strategy, data migration, testing, cutover and hypercare
• Governance, steering committees and escalation, including stepping into programmes that are in trouble
• Staff blended teams across Sydney and the Vietnam delivery centre that are commercially sensible and technically credible

Team and capability

• Hire, mentor and retain functional and technical consultants, architects and engagement leads
• Build the certification and enablement plan, and hold people to it
• Bench and recruitment planning tied to real pipeline rather than optimism

What you bring

Essential

• 10+ years in the Microsoft ecosystem, with meaningful time on the partner or SI side rather than end-customer only
• Track record leading or materially building a Microsoft practice, business unit or capability, with accountability for revenue and margin
• Genuine breadth across Dynamics 365, Power Platform and Azure, with the depth to be credible in at least two of them and enough Copilot and AI exposure to shape offers that clients will buy
• Existing, active relationships inside Microsoft ANZ that you can pick up the phone to
• Demonstrable bid record: enterprise-scale deals you have shaped, priced, pitched and won
• Clear understanding of how Microsoft makes money and how partners are measured, and how that interacts with a consulting P&L
• Delivery credibility: you have run or rescued enterprise programmes and can tell the difference between a status report and reality
• Comfortable with ambiguity and a small-firm operating rhythm, including doing the work yourself before there is a team to delegate it to

Well regarded

• Experience taking a firm through partner designation, specialisation or marketplace listing requirements
• Relevant certifications across Dynamics 365, Power Platform or Azure
• Experience with offshore or blended delivery models
• Depth in a vertical where D365 sells well in Australia: professional services, manufacturing and distribution, retail, financial services, public sector

First twelve months

• 90 days: offering set and pricing defined, pipeline qualified and honest, Microsoft relationships mapped and introduced, delivery standards agreed
• 6 months: first flagship wins closed, partner requirements progressing on a tracked plan, first hires in
• 12 months: repeatable pipeline with co-sell contribution, practice tracking to target revenue and margin, a team that does not depend on you being in every meeting

Why this role

You get a firm with real engineering behind it, existing enterprise clients, an offshore delivery centre already running, and a leadership team that has decided to fund this properly. What you do not get is a fully built machine to run, which is the point.