Deloitte US

Are you up to the challenge of being a trusted business advisor with an opportunity to influence business strategy at one the world’s leading professional services firms? If you have experience with the complete State and Local/Higher Education (SLHE) acquisition proposal lifecycle and an interest in leading “must-win” proposal opportunities, Deloitte’s Government and Public Services (GPS) team is the place for you! Join our team of professionals in delivering strategic and tactical guidance to senior leadership in support of pursuit development efforts.

Recruiting for this role ends on August 12th,2024

Work you’ll do

As a Pursuit Manager you will:

• Have direct accountability for the following aspects of the proposal management group operations:
  • Lead “must-win” proposal opportunities, providing strategic and tactical advice and guidance to senior leadership and client service teams
  • Performance management of immediate team members
  • Make significant contribution to the development and continuous improvement of proposal management processes, tools, and templates

• Work directly with account teams in the execution of the GPS Pursuit Methodology process to drive the development of compliant and compelling proposals

• Provide the leadership, methodologies, procedures, tools, and templates to support GPS proposal development efforts
• Have responsibility across multiple, concurrent projects
• Adjust to shifting priorities, stringent deadlines, last minute requirements, and occasional evening/weekend hours to accomplish tasks within non-negotiable client deadlines
• Provide leadership to a diversity of matrixed proposal teams and directly affect the outcomes of assigned proposals, thereby positively affecting win rates
• Act as the central point for the proposal development process:
  • Evaluate the solicitation requirements
  • Manage a timely process
  • Work with technical teams to develop content that is clear, effective and consistent
  • Assume a leadership role for extremely complex proposals
  • Manage team members (both Deloitte and subcontractor personnel of various specialties and at various levels of seniority) to develop responses that meet the needs of potential clients
  • Demonstrate and contribute techniques and experience

• Develop and maintain proposal management artifacts (e.g., SharePoint site, track pack, schedule, writer's outline/compliance matrix, governance model, common language guide, response templates, production/QA sheet)
• Participate in/facilitate pursuit proposal lifecycle planning (e.g., strategy, schedule, compliance, color team reviews, production)
• Support Pre-RFP GPS Pursuit Methodology activities, as available
• Drive schedule and time management of activities associated with the opportunity and address/escalate schedule slippages
• Direct production activities and timely submission of deliverables
• Provide guidance, sample content, and boilerplate materials to writers, as needed
• Facilitate activities of supporting areas: contracts, subcontracts, small business, pricing, competitive intelligence, legal, and quality control
• Facilitate completion of compliance and administrative forms (e.g., legal, quality control, contracts, small business, OCI), as appropriate

• Lead and collaborate with the proposal development team:
  • Manage team members (of various specialties and at various levels of seniority) to develop responses that meet the needs of potential clients
  • Demonstrate the ability to bring creativity and original thinking to the framing and structuring of proposal
• Debrief teams after proposal submittal:
  • Interview team members on successful or unsuccessful strategies and tactics
  • Share results as appropriate and refining future proposal strategies and training
• Contribute to the development of Deloitte’s proposal team:
  • Collaborate with other proposal team members
  • Support positive teambuilding
  • Take and conduct training as appropriate
  • Continuously refine and improve proposal strategies

• Provide oversight and guidance to assigned Pursuit team members
• Shares leading practices with the Pursuit COE team members

Qualifications

Required

• 8+ years of work experience
• Experienced in SLHE proposal management and the proposal development process
• Experience in leading large complex proposals for with values in excess of $50M
• Diversity of experience in large corporate organizations and small business concerns
• Bachelor’s degree (Masters desirable) with preferred concentration in Business, English, Journalism, Marketing or Communications
• Excellent communicator – both written and oral
• Experience leading teams in strategic and tactical discussions to increase probability of win
• Experience in public speaking and presentations
• Proficiency in Microsoft Word, PowerPoint and Excel
• Willingness to travel
• Limited immigration sponsorship may be available

Preferred:

• 3+ years of experience with direct management of proposal team members
• Training in formal capture/proposal methodologies
• Industry-wide best practices in proposal management
• Knowledge and understanding of State procurement regulations and practices
• Personnel/performance management, including areas such as EEO and employment law
• Project management and Capture management
• Editorial practice and standards

People and Project Management:

• A team player with an outstanding ability to work with people at all levels, including senior executives
• Demonstrated ability to influence others, from staff to senior leaders through a strong presence, thoughtful challenges, and use of sound judgment
• Strong interpersonal and political skills, including aptitude for building relationships, understanding team dynamics, taking initiative, and solving problems
• Keen listener, with the ability to quickly grasp ideas to be reflected in written documents and presentations
• Ability to read situations and adapt leadership style to achieve results
• Ability to work with grace and efficiency in a demanding, deadline-driven environment
• Team-oriented with a proven ability to manage multiple projects at once
• Demonstrated initiative and problem-solving ability
• Attention to detail and exceptional follow-up skills
• Ability to analyze information and make sound observations and recommendations quickly

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $93,000 to $171,300.

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