Strategic Pursuit Consultant - Canada
Fujitsu
Canada
15d ago

Description

Strategic Pursuit Consultant

The Strategic Pursuit Consultant will be responsible for developing and deploying the sales strategy with the sales and pursuit teams, providing coaching / mentoring to the Pursuit teams and applying best practices in the sales process with the end goal of increasing the win rate of the most significant and strategic opportunities.

The Strategic Pursuit Consultant will also provide content support in the development of winning proposals, presentations, and other supporting client documentation.

Key Responsibilities :

  • Facilitate meetings with key stakeholders to evaluate the business and client issues and help develop stakeholder engagement strategies from the beginning of the pursuit process
  • Assist in the deal qualification process
  • Consult with pursuit teams in helping to craft the pursuit strategy, partnering strategy, and acting in a strategic advisory capacity throughout the pursuit lifecycle
  • Work with account leads, sales professionals, business development resources in identifying the benefits and value-add for clients, as well as developing key win themes and key insights
  • Supporting the end-to-end sales process including pursuit kick-off(s), pursuit status reviews, executive briefings and alignment sessions, brainstorming and strategy sessions, solution workshops, proposal reviews, and oral presentations.
  • Advise and recommend in all pursuit support business functions including financial, legal, contractual, human resources, and procurement.
  • Take on the role of Pursuit Leader as required
  • Work with other team members in the sales process including, sales and marketing, account leadership, proposal teams, industry leaders, and portfolio management to reach the pursuit goals and objectives
  • Draft and edit proposal documents that are focused and inventive in both approach, messaging and innovative execution
  • Ensure that written submissions meet and or exceed requirements
  • Be an active contributor to the debrief process both for wins and losses
  • Qualifications

    Key Skills and Requirements :

  • 15+ relevant experience in an ITO and IT Applications business development or senior proposal support role
  • Creative, competitive pursuit consultant who is enthusiastic about winning, coaching and leading high performing pursuit teams
  • Client Account Management, Bid Management Leadership, and sales support experience in an IT environment
  • Excellent oral and written communication skills, including experience writing large complex client proposals
  • Demonstrated experience in one or a combination of these areas : Public Sector, Health, Technology, Retail and Financial Services
  • Excellent project management skills, including ability to coordinate multiple pursuits
  • Proven facilitation and presentation skills
  • Negotiation and contract management experience
  • Experience of team leadership and coaching in a business development context
  • Ability to work to tight and sometimes unmovable deadlines.
  • Willing and able to travel
  • All qualified applicants will receive consideration for employment without regard race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, marital status, family status or disability or any other protected grounds as provided by applicable law.

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