Job Description: Pursuit Support Manager
Position Title: Pursuit Support Manager
Location: India
Department: AP GDN Office
Reports To: Asia Pacific GDN Office Lead
Job Summary:
The Pursuit Support Manager will be responsible for managing and driving the delivery modeling and pursuit support for Technology & Transformation (T&T) related opportunities across the Asia Pacific region. This role involves working closely with AP participating firms (PFs), pursuit teams, and leadership to develop and execute winning strategies, ensuring high-quality delivery model design, and enhancing the overall pursuit process.
Key Responsibilities:
- Pursuit Support:
- Collaborate with pursuit teams to review pursuits based on deal archetypes and implement delivery model design strategies tailored to specific opportunities within the Technology & Transformation portfolio.
- Conduct market and client research to inform delivery model design and benchmarks.
- Pursuit Process Management:
- Manage the end-to-end delivery model design support, including reviews with pursuit leaders, GDN leadership and respective Delivery Center leaders.
- Tailor overall delivery design to ensure it meets price to win expectations of the pursuit leadership upholding client centricity from delivery expectations.
- Consolidate and provide early signals of demand views for DCs scoped in each of the pursuit delivery designs
- Maintain a network of subject matter experts/delivery architects in different T&T offerings, to be brought in to help design complex delivery architectures/models as required
- Ensure adherence to deal archetype driven delivery model guidance, timelines, and offering specific targets.
- Coordinate with AP Sales Excellence, AP Operate CoE, AP GDN Office and PF GDN leaders to gather necessary inputs and approvals.
- Stakeholder Engagement:
- Work closely with PF GDN and pursuit teams across the Asia Pacific region to understand their needs and provide tailored pursuit support.
- Engage with senior leadership to align on guidelines and strategies with business objectives and gain necessary approvals.
- Engage with other MF GDN teams e.g. the EMEA Delivery Hub, for best practices and lessons learnt, and update inputs required for AP pursuit support
- Create dashboards and status reports for APAC business and GDN leadership
- Training and Development:
- Support training and guidance to pursuit teams and other PF GDN teams on best practices, tools, and techniques related to GDN adoption, DC mix, benchmarks, archetypes etc.
- Develop and update the resources, templates, and tools.
- Continuous Improvement:
- Identify opportunities to enhance processes and implement improvements.
- Monitor and analyze pursuit outcomes to identify trends and areas for improvement.
Qualifications:
- Education:
- MBA from Tier 1/ 2 institute in Operations and/or Finance with Bachelors in Commerce/ Finance or Maths preferred
- Experience:
- Minimum of 5-7 years of experience in pursuit management, proposal development, or a related field.
- Experience in the Technology & Transformation sector is highly desirable.
- Proven track record of managing complex pursuits in a professional services domain.
- Skills and Competencies:
- Strong project management skills with the ability to manage multiple pursuits simultaneously.
- Excellent written and verbal communication skills.
- Ability to work effectively with senior leadership and cross-functional teams.
- Strong analytical and problem-solving skills.
- Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel) and pursuit management tools.
- Personal Attributes:
- Highly organized and detail-oriented.
- Proactive and self-motivated with a strong sense of ownership.
- Ability to work under pressure and meet tight deadlines.
- Strong interpersonal skills and the ability to build relationships with diverse stakeholders.
Working Conditions:
- Flexibility to work across different time zones as needed.
Do you love writing in a compelling and creative way? Does it excite you to be able to run an end-to-end sales cycle leading and coaching a pursuit team to success? If so, you may be a good fit. The pursuit manager works closely with senior partners and other pursuit/sales professionals in support of priority competitive opportunities in the Deloitte functions. The primary focus is on serving US based clients, and working on large, competitive bid opportunities.
The role focuses on writing compelling proposals with an original, persuasive voice, synthesizing and articulating strategic messaging, and editing proposal content from multiple sources. Depending upon the pursuit, the role may also involve process and coordination aspects of proposal and presentation development, such as document management, scheduling, and version control.
Work you’ll do
As a pursuit manager, you will lead the proposal effort right from the pre-RFP discussions, through to coaching for the Orals and any follow-up meeting thereafter.
- Strategic management
- Lead win theme strategy discussions, proposal writing, project management of the RFP process, implementation of proposal processes and planning, external and internal written communications, and orals presentation coaching
- ability to sift through a discussion, extracting the most significant information and action items
- Interact with client service professionals and provide strategic communication insights, input, and leadership; command respect in teaming environments and be a significant contributor within this setting
- Advise engagement team on effective pursuit and messaging strategies; lead calls or meetings and devise pursuit strategies in real time; present and persuade in a variety of forums
- Negotiate, mediate conflicts and disputes, and quickly reach an agreement or compromise
- Engage and direct competitive intelligence, knowledge management, and other resources to compile research, trends, account history, and client relationship matrices that inform messaging
- Influence and persuade others to support effective practices and approaches they may not understand or initially agree with
- Teaming, collaboration, and leading:
- Be able to provide exceptional business insight and outstanding judgment; executive presentation skills/boardroom presence
- Build trusted advisor relationships with senior clients (VP and C-level) by proactively identifying client business objectives, priorities, capabilities and critical success factors
- Work collaboratively, both in-person and remotely, with Partner/Managing Directors and Senior Advisors for understanding the requirements
- Work with graphic design professionals to develop creative and informational graphics; provide overall quality control for all pursuit materials; apply brand and legal compliance standards to proposals and presentations
- Use teaming opportunities to develop and grow more junior-level resources
- Engage with the pursuit team strategically; pose questions that encourage a team to consider all aspects of the client’s position, and draw out essential messaging
- Navigate the complexities of large, complex pursuits with multiple deliverables to positively influence team dynamics and manage team demands/expectations
- Develop, organize, and manage content for proposal documents and related collateral
- Manage contribution process, maintain version control, and take ownership of all components including the executive summary, graphics, bios, and qualifications
- Take the ownership of quality, maintain a quality checklist to ensure 100% quality on all documents
- Translate complex problems and issues into clear and compelling messages
- Develop and coordinate effective pursuit communications strategies; advise pursuit team on communication objectives, messages, and tone; and manage the overall process to develop value- focused deliverables
- Other accomplishments include development and implementation of leading pursuit practices, development of content for proposal database, internal and external marketing brochures, and presentations for prospect meetings
The team
Our team culture is collaborative and encourages team members to take initiative and seek on-the-job learning opportunities. Our pursuit management professionals work with a strong sense of camaraderie towards collective success, creative brainstorming to deliver value, and commitment to excellence.
Qualifications
Required
- 9-12 years of experience in pursuit writing/content development
- Master’s Degree in Business/Management
- Exceptional written and oral communication skills
- Intellectual curiosity and ability to “get smart quick” on a wide variety of topics
- Prioritize and multitask within a fast-paced, challenging, and deadline-driven environment
- Ability to take initiative and interact with all levels of management
- Project management skills and superior Microsoft Office skills
- High level of flexibility and adaptability
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