Working for a leading global technology consultancy the Pursuit Lead will be heavily involved in shaping the technical solution through an understanding of customer need, desired outcomes, competitive knowledge and the portfolio.
You will be expected to develop an understanding of the customers environment and proposed solutions and have a considered approach to deal pursuit through relationship building and leverage against competitors.
Target accounts are public sector to include Emergency Services, Homeland Security, Health, Government and Transportation so a background and market knowledge of this sector is highly advantageous.
Gather and assess customer needs – new and existing business
Advance opportunities through consultative selling
Identify any overlooked opportunities in existing accounts
Identify any constraints which may impact the solutions
Identify project steps and methodology
Architect the technical solution to meet customer requirements
Identify growth and scalability options for the solution
Formally present the solution to the customer
Facilitate workshops with customer to drive outcomes
Create implementation plan with timelines, proof of concept and provide measurable outcomes
Maintain excellent competitor knowledge
Transfer knowledge to all appropriate implementation and project teams
Required Knowledge and Experience:
Strong background in consultative selling of large programmes of transformation and change
Ideally experience selling to the public sector
Demonstrable experience of creating highly technical solutions
Excellent presentation skills
Market and competitor awareness
Strong understanding of agile or transformational solutions