Pursuit Strategist

Job description

Job summary:
 

The Pursuit Strategist (PS) coaches Account Teams on the strategy for global/regional, strategic, high-value pursuits. Serving as PMO Lead, the PS engages at multiple stages during the pursuit process. In the absence of a Pursuit Leader, the PS demonstrates sufficient executive presence to lead the overall pursuit strategy on Focus Core opportunities including lead-facilitation of strategic sessions.

 

The PS is responsible for developing tailored campaign messaging and communications strategy to articulate a compelling ‘Why EY’ proposition in all pursuit collateral and client-facing deliverables. This includes proposing credible options, influencing key stakeholders appropriately and reaching agreement/resolution with senior leaders. PS is responsible for overseeing all pursuit work-streams, including pursuit readiness session/s, kick-off meeting, touchpoint campaign, draft value proposition, proposal development and orals preparation.  

 

The is required to identify, develop and implement innovative approaches to pursuit management. The PS is also expected to initiate, lead and/or advise on strategic global initiatives that engender continuous pursuit innovation and excellence and drive adoption of these across the global firm.

Essential functions of the job:

Strategic Pursuit and Opportunity Management
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Coach Account Teams on pursuit strategy and provide a full-service pursuit management support model for strategic, high-end opportunities

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Serve as PMO Lead of highly complex pursuits

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Lead overall pursuit strategy on Focus Core opportunities (in the absence of Pursuit Leader) with the support of a Pursuit Strategist

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Serve as a facilitator/key contributor in pursuit strategy sessions, manages output and drives actions  

Strategic Client, Internal and External Communications

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Lead the overall pursuit communications strategy and actively contribute to strategic sessions

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Develop strategic messaging and lead conceptualization of all client-facing pursuit collateral  

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Lead the development of opportunity value propositions

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Ultimately responsible for quality control of all client-facing materials during the pursuit

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Act as the knowledge steward for the pursuit  

Talent Development
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Leads by example and advocates for Gold Standard pursuit practices

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Oversee other pursuit support resources (e.g., Pursuit Strategist, Pursuit Coordinator) and ultimately responsible for the overall quality of the corresponding outputs

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Support the delivery of an effective L&D program

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Support recruiting, hiring and onboarding of new team members; may serve as Counselor to up to three Pursuit Strategists

Administration and Reporting
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Lead post pursuit analysis and review; makes recommendations for process improvement

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Enhance and maintain relationships with other Markets Activation teams and key interdependency groups across the organization

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Lead or participate in relevant internal and external networks 

Analytical/Decision Making responsibilities:
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Champion Markets Activation Gold Standard pursuit management tools and processes Solution-oriented and makes sound decisions quickly, given tight timeframes

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Propose credible options, influence appropriately and reach resolution with senior leaders

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Navigates successfully across boundaries, flexing personal style to gain cooperation and commitment on pursuit or team initiatives

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Demonstrate versatility in a constantly evolving environment with a wide variety of SOCIAL STYLES

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Influence / challenge the account team to optimize the chances of winning 

Supervision responsibilities:
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Work with considerable autonomy while often managing the work of others and ultimately responsible for the quality of the outputs

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Provide coaching and mentoring to others; may serve as a Counselor to other Pursuit Strategist in Markets Activation

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Support the recruiting, hiring, onboarding and training of new hires in Markets Activation

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Support delivery of effective L&D program for Pursuit Strategists

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Develop and coach Regional PS, BD and client servers through teaming on pursuits and facilitated training

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Oversee the work of the pursuit support team, including third-party resources (e.g. Markets Activation Pursuit Strategist and/or Pursuit Coordinator, external translation services, etc.)  

Knowledge and Skills requirements:
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Very good understanding of Business Development and Pursuit Management

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Excellent mother-tongue standard English

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Excellent communications skills (written and verbal)

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Excellent project management skills

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Ability to work independently with minimal supervision

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Ability to influence without authority, lead and coach others

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Proven ability to influence and build collaborative relationships with a wide range of stakeholders and across ranks

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Demonstrate executive presence: establish credibility quickly, command attention and respect, demonstrate confidence and deal comfortably with both internal and external clients/stakeholders  

Other requirements:
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As the job involves responding to client needs and varying time zones, long hours are regularly required

·  Moderate to frequent travel may be required                                                                
Job requirements:
 
Education:
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University/Bachelor degree required (This should be modified per region to meet cultural education requirements as determined by recruiting) 

Experience:
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10 - 12 years of Pursuit Management experience

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Significant experience in developing external marketing communications

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Significant experience working in a cross-border, multi-cultural environment   

Certification Requirements:

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Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF), Badges, etc.)  

EY provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability status.