Deal Pursuit Regional Lead

Description:

As a Deal Pursuit Regional Lead, you will be responsible for mentoring a team of bid management/strategic proposal professionals while deploying the appropriate deal pursuit resources to win new business opportunities. Successful candidates will have a proven track record of leading the delivery of an exceptional deal pursuit client experience while driving a streamlined approach to pursuit management at Unisys to ensure the overall success of the team. Experience consulting with key stakeholders, including the Global Deal Pursuit leader, sales and engagement executives and client executives will be required to qualify opportunities and assess pursuit needs and build response teams.

Key responsibilities of the role include:

• Lead and mentor a team of bid managers and strategic proposal professionals, providing coaching/mentorship, aligning on goals, and tracking progress and performance.

• Advance the team’s collective knowledge and effectiveness by bringing insights, innovation and solutions and ensuring continuous best practice sharing.

• Identify themes in internal client feedback and performance. Use this insight to drive improvement across the regional deal pursuit pod.

• Support the qualification of DR1-approved opportunities. Utilize understanding of regional deal pursuit pod resource bandwidth, pursuit details, client background and Unisys competitors to determine appropriate deal pursuit support model, including recommending deals for bid desk support.

• Oversee and provide advice and support across all phases of the deal/bid pursuit lifecycle.

• Champion the pursuit process.

• Drive quality and efficiencies through the implementation of best practices and knowledge sharing.

• Hold pursuit teams accountable for exacting standards of accuracy and timeliness, delivering services in an efficient manner with a continuous focus on improving quality.

• Act as the escalation point for internal clients.

• Implement goals and expectations to ensure consistent service delivery with key metrics to measure progress and celebrate success.

• Develop, establish, and maintain ongoing relationships with internal clients to share best practices.

• Collect and analyze lessons learned and reinforce a continuous improvement mindset.

• Manages the efforts of subordinate leaders and pursuit to contract teams in support of achieving the Unisys’ strategic and operational objectives.

• Defines, develops and implements tactical priorities in support of pursuit to contract overall objectives and goals.

• May coordinate with solution architects and sales / technical teams to ensure development and articulation of client-specific solutions.

• Engages with client leadership on mission critical business factors. -Influences client-specific RFP and RFI development.

• Evaluates competitive positioning, providing feedback and engaging with Unisys leadership to ensure understanding and informed decision making.

• Engages with sales colleagues, legal and other relevant stakeholders to negotiate or lead negotiations with key clients. -Advises on pursuit strategies and operational tactics.

• Conducts after action reviews for all business opportunities, documenting lessons learned and identifying adjustments likely to improve capture technique, strategy and actions.

You will be successful in this role if you have:

• Bachelor's degree preferred with 8+ years relevant experience.

• Strong in multitasking and the ability to prioritize the portfolio of deals.

• Must be adaptable to a fast paced ever changing environment where deliverables must be executed with speed efficiency based on senior leadership requirements.

• Must have experience collaborating across matrixed teams and the ability to build strong working relationships with leaders.

• Must have excellent written and verbal skills and utilize active listening with the ability to translate between genres of communication (ex: collaborative brainstorming into written narrative).

• Must possess the ability to negotiate and resolve conflicting opinions while maximizing individual contribution.