Sr Analyst, Deal Pursuit
4 months ago
What success looks like in this role:
-Contributes to development of marketing and sales efforts for specific opportunities. -Works with Deal Pursuit colleagues to create product-specific market-entry and/or client acquisition / expansion strategies. -Works with team members and analytical colleagues to develop sales / financial / impact forecasts. -In support of approved initiatives, works with internal Sales and stakeholders to: Identify and quantify established leads, Assess the sales impact of current and potential new pursuit ideas and solutions, Build and implement plans to boost market share and sales effectiveness Ensure plans effectively build product awareness and support for Unisys sales objectives. -Engages with clients and/or partners to provide solution-related advice and enhance existing relationships.You will be successful in this role if you have:
Pursuit Leader
What success looks like in this role:
The Pursuit Leader is the focal point for leading the strategic deal pursuit within Unisys. This individual coordinates the pursuit process, works with all the key players to develop the solution and delivers the proposal to the client that will secure the contract. Typically, works on large and complex opportunities across multiple service streams in multiple geographies globally.
Responsibilities include:
Leads a highly diverse global team in the development and creation of the technical, financial and commercial framework for business pursuits to capture outsourcing opportunities and ensure a successful handoff from sales to delivery. Manages the full life cycle of the IT Outsourcing opportunity including pursuit, solution development, commercial, contractual, proposal preparation and due diligence from bid creation through bid presentation and closure. Managing resources and timelines to ensure on-time and high-quality proposal submissions in accordance with corporate policies and procedures. Provides consultative sales support by bringing cross deal experience and expertise to create a best-in-class proposal process. Ensuring compliance with organizational policies, procedures, and ethical standards throughout the bid process ensuring compliance with standards and practices. Identifying and escalating deviances to said processes. Directs the engagement team resources from proposal generation, through solution development and contract closing. Ensures communication and understanding of deadlines, assignments and objectives. Facilitates proposal efforts and supports sales calls to ensure products/services meet client needs and specifications. Tracks and reconciles any changes in solution/scope and pricing throughout the Contracting phase. Maintains quality of proposal deliverables within defined and agreed upon proposal requirements. Identifies and resolves matters of significance affecting the productivity of several large and complex pursuit programs and implements risk mitigation solutions as appropriate. Gathers, analyzes and incorporates feedback from the client on pursuit results for future programs. Identifies and determines implications of pursuit parameters and redefines, redesigns or revises as appropriate.Key Qualifications
Degree preferred in Business or IT discipline and/or 8+ years of experience in ITO services involving bid management, sales support, account, contract, project and /or program management responsibilities. Ability to manage team members across multiple time-zones and multiple bids simultaneously. Demonstrates strong project management, leadership and communication skills. Excellent follow-up skills and attention to detail. Outstanding ability to work with people at all levels, including senior executives.Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, blood type, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.
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