Large Deals Director
1 month ago
What’s the Role?
· An integral part of one of the most critical growth engines for one of our Client.
· Leader, enabler, owner of winning sales pursuits - $50Million - $500 Million TCV sized deals.
Essential Functions of the Job:
1. Rigorously qualify strategic pursuit opportunities (TCV > 50Mn) identified by Sales teams.
2. Lead the process of determining whether a ""win-win"" business case is possible, and creatively work to develop & shape it.
3. Maintain objectivity in assessing what types of deals the firm should be doing and what risks are & are not appropriate.
4. Collaborate across our business to lift win ratios and ensure we're taking the best to our clients.
5. Creatively mitigate risks through commercials, solution, and contract portions.
6. Position Client to be able to win deliverable and desirable deals with our clients that enhance Client's brand, relationship, and capabilities.
7. Own & drive pursuit strategy development, including navigating the clients power map, developing appropriate win themes, and tailoring the solution and business case to meet the client's immediate and more macro-priorities.
8. Contribute to Client's best-practices development and the skills development of pursuit team members.
9. Build, monitor and orchestrate pursuit pipelines to ensure a continuous population of near and long-term opportunities; manage the size, shape, and quality of pipeline through the qualification process.
10. Use competitive intelligence to develop counter strategies that will neutralize competitive influence on the customer’s buying decisions.
Analytical /Decision Making Responsibilities:
1. Ensure adoption of best-practice pursuit management tools and processes.
2. Solution-oriented and makes sound decisions quickly, given tight timeframes.
3. Demonstrate versatility in a constantly evolving environment with a wide variety of social styles.
4. Influence / challenge the Account / Pursuit Team (sales, solution and delivery) to optimize the chances of winning.
Supervision Responsibilities:
1. Provide coaching and feedback to new and less experienced pursuit team members as appropriate.
2. Review deals to ensure they are sound from a financial, legal, business, delivery, and operations perspective. Develop and manage the project schedule and formulate the pursuit timeline and reviews/gates.
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