Job Description
The Area Catalyst Squads Lead leads all Catalyst Squad activity within one area (Americas, EME or APAC) – and is personally active in the work. Approximately 30–50% of this role's capacity is spent directly in the field: running discovery and pre-sales on priority deals, co-selling with Microsoft, and acting as a senior SME on high-value customer engagements.
The postholder leads a distributed, multi-discipline squad function spanning all five solution domains – directly managing Squad Service Delivery Leads and Solution Specialists, owning area customer success, and contributing to the global Catalyst Solutions portfolio through delivery intelligence and IP creation.
This is a player-coach role. It requires both the operational capability to run a squad function and the technical and commercial credibility to personally win and deliver Catalyst Solution engagements at the most senior level.
Reports to Global Catalyst Solutions Lead with a dotted line to Area SME&C Leader.
Personal field execution
Personally lead pre-sales, discovery and solution design on priority deals – bringing domain depth and seniority to the most complex or commercially significant opportunities in the area
Co-sell directly with Microsoft ATU/STU on strategic accounts; maintain first-call relationships with Microsoft area leadership
Act as senior SME on active customer engagements where depth, credibility or executive presence is required to advance the outcome
Squad leadership and talent
Lead all domain squads in the area – directly managing Squad Service Delivery Leads and Solution Specialists across all five CSA studios
Build squad talent: hiring, developing and performance-managing the area squad team; ensuring the right balance of domain depth, change capability and agentic AI skills
Manage headcount, utilization and capacity planning across investment roles and recoverable specialists
E2E customer success
Own area customer success – accountable for NPS, outcome achievement rate and Net Revenue Retention across the area's portfolio
Hold senior customer relationships and act as the escalation point for material delivery or commercial issues
Drive expansion: proactively identify next-wave Catalyst Solution opportunities within the managed customer base
IP, portfolio and hub alignment
Drive the area's contribution to the global Catalyst Solutions portfolio – identifying delivery patterns and accelerators that warrant productization
Manage the operating relationship with Factory Service Delivery and ATCs – ensuring factory leverage is maximized and handoff quality is maintained
Represent area delivery performance and demand signals in global portfolio and roadmap reviews with Catalyst Solutions.
Key Performance Indicators
Sales & Revenue: area squad closed revenue per quarter vs. target
New logos: net new SME&C customers acquired via squad-led pursuit
Win rate: deals won as % of qualified deals pursued (target >45%)
Customer advocacy (NPS): >40 post-delivery across area engagements
Expansion rate: >30% of area customers purchasing additional Catalyst Solutions within 12 months
Hub resource utilization: squad and ATC/hub billed hours / available hours >75%
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Competencies
Craft & technical
Frontier Solution pre-sales and solution design (minimum one CSA domain at senior depth)
Services P&L and delivery economics
Microsoft co-sell execution at ATU/STU level
IP creation and productization from delivery
Behavioural
Player-coach execution orientation – leads from the front
E2E customer outcome accountability
Manages complexity across concurrent priorities
Leadership
Develops talent and builds high-performing teams
Instils accountability – owns outcomes, not just activities
Strategic mindset – sees portfolio and market patterns, not just deals
Knowledge, Skills, and Abilities
Player-coach delivery leadership: Proven track record of personally winning and delivering complex technology solutions while simultaneously leading a high-performing delivery team. Experience at both doing and leading – not one or the other.
Microsoft co-sell and field execution: Able to personally operate in a Microsoft co-sell motion at ATU/STU level – running joint customer sessions, advancing co-sell pipeline and maintaining Microsoft field relationships directly.
E2E customer success: Experience owning a portfolio of customer outcomes – accountable for NPS, retention and expansion, not just delivery execution.
Multi-domain squad management: Experienced leading multi-disciplined teams spanning more than one Microsoft CSA domain, with utilization and commercial accountability.
IP and portfolio contribution: Recognizes reusable delivery patterns and actively drives their productization – a natural contributor to the global knowledge base, not just a consumer of it.
Education, Certifications and Experience
14+ years in technology consulting; at least 4 years in a senior leadership role with both personal client delivery and multi-team commercial accountability
Demonstrable record of personally winning and delivering Catalyst-style solution engagements, not exclusively managing others who do
Experience leading distributed, multi-disciplined squads across at least two Microsoft CSA domains
Background in productized services, IP creation and portfolio-aligned delivery – Avanade, Accenture or equivalent SI operating at mid-market scale preferred
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