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Sales Pursuit Lead - London
Pursuit Lead - Strategic Pursuits
Reports to: Head of Sales
Department: Strategic Pursuits
The role of a Pursuit Lead at Cognizant is truly unique.
Our small corporate team of Pursuit Leads is in charge of designing Win Strategies for large bids.
This entails a broad range of strategic activities from analysing the competitive landscape, through understanding the Buyer's point of view, designing a value proposition and influencing the final Solution to having a final say on the commercial shape of a bid response and taking ownership of the final response document.
The position would suit someone who enjoys the buzz of bidding and selling, can bring together on- and offshore teams to work towards a common goal of creating a winning proposal and has the commercial acumen and out-of-the box thinking to come up with unconventional winning solutions and pricing models. All this coupled with the ability to manage the bid life cycle from pre sales/RFI/PQQ through to contract negotiation (award).
Elements of the Role:
Bid strategy (Buyer's needs, what are competitors doing, how can we best address the client's pain points)
Bringing teams together (Business Development, Solution Architects, Legal, HR, etc.)
In charge of timely development and completion of Proposal Deliverables
Responsible for the quality of the bid deliverables.
Drafting content and providing expertise to conduct editorial consistency across the teams
Organizing quality review cycles of all client facing materials ensuring message quality, compliance to clients format, and consistency with firm-wide communication guidelines
Coordinating response production
Coordinating client presentation/workshops, visits, references
Active management for establishing bid communication plan and maintaining throughout the life cycle to effect on boarding of new team members
Perform lessons learned of completed deals to identify operational improvement opportunities and onward updating of knowledge repository and training modules to keep aligned to best practices for sharing within the wider business.
Extensive experience in Sales, Pre-Sales and Bid Management and standard sales processes within the ITO/BPO industry
Expert written communication skills for authoring/writing to convey complex messaging
Expert Stakeholder management skills both internal and external, this role will require working with the Senior Executive both at Business Unit and Corporate levels
Demonstrable understanding of an industry recognized proposal processes for example: OJEU selling life cycle or APMP best practice proposals methodologies or equivalent
A successful and strong track record in winning large and complex deals
Experience with onsite/offshore model and working in a multi-cultural environment
Ability to articulate clearly and in a compelling way, to lead the team and to convey the route map to completion of the bid life cycle
Consultative sales style, creative thinking with a pragmatic approach
Results orientated with emphasis on quality and highly organized.
Awareness of various pricing and commercial models.
Prince 2 practitioner certified
Experience as a coach/mentor to junior bid managers and the wider sales community is required
Experience in designing, building and running Bid specific best practice learning and development training/education sessions
Analytical and keeps up to date with market, sales and technology trends
Candidates should have a solid understanding and experience in the sale of a broad range of IT services such as: consulting, applications services, outsourcing etc.
This is a UK and Ireland wide role and therefore will require regular national travel with some international travel as and when required.
We offer a competitive compensation package which includes a stock package, car allowance, a generous bonus scheme and executive level benefits.
Cognizant has been recognized as an employer of choice across a number of geographies and prides itself on offering unparalleled career development opportunities across the globe.
Cognizant (NASDAQ: CTSH) is a leading provider of information technology, consulting, and business process outsourcing services, dedicated to helping the world's leading companies build stronger businesses. Headquartered in Teaneck, New Jersey (U.S.), Cognizant combines a passion for client satisfaction, technology innovation, deep industry and business process expertise, and a global, collaborative workforce that embodies the future of work. With over 100 development and delivery centres worldwide and approximately 255,800 employees as of September 30, 2016, Cognizant is a member of the NASDAQ-100, the S and P 500, the Forbes Global 2000, and the Fortune 500 and is ranked among the top performing and fastest growing companies in the world: Cognizant.
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