Senior Manager - Tax Operate Pursuit Lead | Tax & Legal
EMEA Tax & Legal is currently searching for a Tax Operate Pursuit Lead to join the established Tax Operate Pursuit Centre of Excellence (PCoE). The PCoE provides resources, as well as hands-on pursuit support to the largest and strategically important opportunities within our Tax & Legal practice through a dedicated infrastructure and team of professionals experienced in pursuit strategy, project management, innovative design, commercial strategy, and knowledge management.
Position Summary:
EMEA Tax & Legal is currently searching for a Tax Operate Pursuit Lead to join the established Tax Operate Pursuit Centre of Excellence (PCoE). The PCoE provides resources, as well as hands-on pursuit support to the largest and strategically important opportunities within our Tax & Legal practice through a dedicated infrastructure and team of professionals experienced in pursuit strategy, project management, innovative design, commercial strategy, and knowledge management.
About the EMEA Tax & Legal Pursuit Centre of Excellence:
- The Tax Operate Pursuit Centre of Excellence (PCoE) is focused on supporting our EMEA key account teams through five Pillars:
- Pursuit Excellence | Providing strategic advice, direction and support to engagement teams to create compelling narratives and client experiences throughout the entire pursuit lifecycle, from deal shaping to negotiation.
- Commercial Excellence | Improving deal profitability through compelling pricing and innovative commercial propositions for our clients and support in navigating funding options.
- Creative Excellence | Creating tailored, high-quality, impactful deliverables aligned with our clients' values and identity.
- Knowledge and Insights | Bringing a global view of the Tax Operate market, and enabling forward-looking and proactive insights to clients, rooted in industry and sector expertise.
- Strategy and Operations | Driving continuous Sales Excellence maturity across EMEA, robust communication, training and opportunity qualification.
What you will do:
The EMEA Tax Operate Pursuit Lead is a highly strategic and client-centric leader, responsible for driving the success of the most complex pursuits by orchestrating winning strategies, fostering global collaboration, and championing the client's perspective throughout the pursuit lifecycle. They excel at developing compelling sales approaches, securing top-tier resources, and introducing innovative approaches to presentations and materials. Their expertise extends to coaching pursuit teams, navigating internal processes, and proactively mitigating challenges to ensure exceptional client experiences and drive pursuit excellence.
Key Responsibilities:
- Leading and orchestrating defined win strategy sessions, collaborating with pursuit teams and leaders to develop compelling and unique sales narratives and approaches. Ensure seamless execution of these strategies throughout the entire pursuit lifecycle.
- To champion the client's perspective, rigorously challenging approach, content, and messaging. Specialise in providing expert advice and guidance to navigate and understand complex client behaviours, offering insights and support to identify, elevate, and enhance our differentiated solutions and propositions, consistently exceeding client expectations with exceptional quality.
- Identifying and securing the necessary global resources to deliver best-in-class solutions, effectively facilitating connections across Deloitte's T&L network.
- Introduce innovative approaches to presentations, pursuit materials, and activities, reinforcing strategic messaging and differentiation.
- Spearhead the preparation and rehearsal process for presentations and workshops to drive impactful messaging and delivery.
- Providing expert presentation coaching to individuals and teams, elevating overall presentation performance.
- Actively participate in all leadership and internal quality reviews, including commercial and pricing assessments.
- Cultivate a strong, trusted relationship with the Lead Engagement Partner, proactively addressing and resolving challenges throughout the pursuit process.
- Demonstrating exceptional problem-solving skills, resolving escalated issues collaboratively.
- Providing comprehensive support to the Pursuit Manager in managing and executing the bid process, ensuring alignment with global sales methodologies and effectively resolving conflicts.
- Participating in and contributing to learning and development initiatives designed to build and enhance Deloitte's Sales Excellence capabilities across the firm.
- Leading and engaging in high-impact special projects that establish or help further develop key capabilities, ultimately strengthening Deloitte's sales culture.
Qualifications – Required:
- Proven track record of successfully coaching complex deals to closure, demonstrating a deep understanding of pursuit strategy, client dynamics, and competitive positioning.
- Extensive experience of working in pursuits within a professional services environment (or similar), encompassing proposal development, bid management, and strategic sales initiatives.
- Demonstrated ability to lead and manage large, diverse teams, effectively balancing multiple time-sensitive commitments while fostering a culture of collaboration and high performance.
- Proven ability to produce high-quality work under pressure, prioritize effectively amidst competing priorities, and consistently meet strict deadlines.
- Exceptional stakeholder management skills, with the gravitas, confidence, and credibility to effectively engage and influence senior client decision-makers, sponsors, procurement teams, and internal partners.
- Proven ability to build consensus and effectively collaborate with executive-level stakeholders, navigating complex organizational dynamics and driving alignment across different perspectives.
- Excellent communication skills, both written and verbal, with a demonstrated ability to articulate complex concepts clearly and persuasively, tailoring communication style to diverse audiences.
- Exceptional team player with a collaborative and collegiate approach, actively contributing to a positive and supportive team environment.
- Exceptional problem-solving and analytical skills, coupled with the ability to think creatively and develop innovative solutions to complex challenges.
- Proactive, enthusiastic, and highly committed, with perseverance and adaptability to thrive in a sometimes challenging and dynamic environment.
- Superior attention to detail, strong negotiation skills, and the ability to effectively prioritize and manage time to achieve optimal outcomes.