Pursuit Strategist

EY Job Title: Senior Pursuit Strategist / Pursuit Strategist
Sub Function: Deal Activation - Pursuits
Job Summary The Senior Pursuit Strategist / Pursuit Strategist partners with Account Teams to support global, strategic, high-value pursuits.
They engage at multiple stages during the pursuit process and take the lead in developing the winning pitch strategy to articulate a compelling 'Why EY' proposition in all pursuit collaterals.
The Senior Pursuit Strategist / Pursuit Strategist is responsible for the tactical management of all pursuit work-streams including the facilitation of pursuit readiness sessions, touchpoint campaigns, draft value propositions, proposal development, and orals preparation.
Additionally, the Senior Pursuit Strategist / Pursuit Strategist is required to identify, develop, and implement innovative approaches to pursuit management and drive adoption of these across the firm.
Essential Functions of the Job Strategic Pursuit and Opportunity ManagementPartner with Account Teams to provide a full-service pursuit management model for strategic, high-end opportunities.Lead the development of the pursuit strategy by ensuring the client team fully understands the client needs and can clearly articulate the benefits of the EY solution and our value proposition.Serve as a facilitator/key contributor in pursuit strategy sessions, managing output and driving actions.Conduct one-on-one and team coaching sessions to ensure the team fully understands the client needs, the EY solution, and can clearly articulate their role, experience, and credentials in a convincing, winning manner.Strategic Client, Internal and External CommunicationsDevise the relationship development action plan to ensure appropriate contact is made with all decision makers and influencers using the whole EY network.Contribute to the engagement economics discussion to ensure the appropriate pricing options are challenged and positively articulated, providing a return for the firm and value for the client.Develop strategic messaging and lead the conceptualization of all client-facing pursuit collateral.Manage and lead the development of opportunity value propositions.Ultimately responsible for quality control of all client-facing materials during the pursuit.Administration and ReportingLead post-pursuit analysis and review; make recommendations for process improvement.Support client interviews to ensure the team fully understands the needs and decision-making criteria of the client, the EY solution, and why we won or lost a pursuit.Deliver or participate in training to up-skill the client and/or BD teams in pursuit best practices using the EY 'Sales Excellence' tools and methodologies.Participate in relevant internal and external networks.Champion CoE best-practice pursuit management tools and processes.Supervision ResponsibilitiesProvide coaching and mentoring to others; may serve as a Counsellor to other Pursuit Strategist/Pursuit Coordinators in Deal Activation CoE Delivery Centre.Support the onboarding and training of new hires in Deal Activation CoE Delivery Centre.Develop and coach Pursuit Coordinators, Client Executives, and Client Servers through teaming on pursuits and facilitated training sessions.Oversee the work of the pursuit support team, including third-party resources (e.g., Pursuit Coordinator, external translation services, etc.
).Job Requirements Bachelor's Degree.14-16 years in Business Development, of which a minimum of 8 years should be in Bid Management/Pre-Sales/Pursuit Management in professional services organizations.Excellent written and oral communication skills in English are essential as the role requires direct communication with international team members.Experience in developing external marketing communications.Experience working in a cross-border, multi-cultural environment.Certification Requirements Expected to remain current on EY training and curriculum (e.g., Account Management Framework (AMF), Badges, etc.
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Knowledge and Skills Requirements Good understanding of Business Development and Pursuit Management.Ability to analyze data and derive conclusions.Ability to work independently with minimal supervision.Ability to influence without authority, lead, and coach others.Proven ability to influence and build collaborative relationships with a wide range of stakeholders.Advanced knowledge of Microsoft Suite - Power BI and SharePoint are desirable.
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