Senior Manager, GPS Pursuits

Business Development & Sales | GPS Client Excellence

Rosslyn, Virginia, United States

Position Summary

The GPS CRM Lead is responsible and advocates for the accuracy of the GPS pipeline, as reflected in Deloitte’s Customer Relationship Management (CRM) system and provides regular and ad hoc analysis of pipeline and sales performance to leaders across the GPS Practice. In effect, the candidate will serve as a primary point of contact and subject matter expert for “all things Mercury”.  A blend of both “high-touch” and “high-tech” skills will be essential to an individual’s success in this role. 

The GPS CRM Lead is responsible for working with GPS Executive and Sector Leadership; National, Industry, FSS, and Regional Super Users/Information Managers; and a variety of other stakeholder organizations, such as Contracts and Finance, to advance the use of Mercury as a business management and analytics tool. This individual establishes the core analytic capability that can be enhanced as data quality and business requirements mature; and work with stakeholders to verify and incorporate the core operating metrics necessary to support the GPS Industry. 

The individual will manage and direct CRM support staff to support leaders in the entry, update, quality review, and close-out of opportunities in Mercury in accordance with GPS Practice policies and procedures.  The individual is responsible for the development of GPS Mercury policies and procedures and manages the development of GPS training.

The individual is responsible for defining or identifying platform related maintenance/enhancements/fixes; ensuring all system integrations are operational, and transitioning GPS to future platforms, as required.


  • Assist leaders with Mercury entries and updates in compliance with GPS guidance
    • Manage a centralized Mercury administration process and assist with the entry, update and close-out of Mercury records
    • Provide pipeline insights and recommendations to leaders, and participate in leadership meetings, as requested
    • Distribute a standard set of exception reports to leaders to promote timely, accurate, and compliant updates to Mercury records
    • Serve as the process lead for communicating and clearing Mercury data quality exceptions in coordination with Mercury points of contact
  • Synchronize Mercury updates with the Contract and Finance efforts
    • Work in collaboration with Contracts and Finance to ensure that wins are booked in a timely and accurate manner, and that all associated GPS Sold Unfunded opportunities are accurately reflected in all systems
  • Provide key management reports, dashboards, and analyses to support effective practice development strategy and management decisions
    • Prepare reports, dashboards, and analyses of the open pipeline, sales, and the win/loss outcomes
    • Contribute to the design and development of new analysis, such as reports, dashboards, and predictive analytics to meet the ever-evolving need for improved performance information
    • Maintain the Mercury reporting archives
    • Address ad hoc analysis requests from leaders and stakeholders

·       Provide Mercury guidance to the GPS Practice

    • Serve as a Mercury subject matter expert, providing guidance and training to leaders, Client Relationship Executives (CREs), Client Account Managers (CAMs), and other Account Points of Contact (POCs)
    • Maintain GPS Mercury guidance documents
    • Deliver Mercury training for the GPS Mercury user community
    • Coordinate with USI support colleagues on a weekly basis for business warehouse job runs and other support services
    • Contribute to process improvements, projects, and initiatives as assigned
  • Participate in GPS Industry ad hoc requests, in support of win/loss, market and competitive analysis, financial modeling (pricing, pipeline, sales, etc.)

Position-Specific Required Skills

·       Masters’ degree, preferably in business, financial or analytics related discipline

·       15+ years of experience in reporting and analytics in business, financial, market, or competitive intelligence

·       15+ years of experience working within the GPS industry

·       5+ years of experience with CRM processes and systems (e.g., Salesforce or Microsoft Dynamics)

·       Professional customer service manner and ability to interact with all levels of management and leadership

·       Experience documenting processes and procedures

·       Excellent written and verbal communication skills

·       Demonstrated ability to multi-task and manage competing high priority demands

·       Proficiency with Microsoft SharePoint, Word, and PowerPoint

Preferred Qualifications

·       Detail-oriented with excellent follow-through skills

·       Team-oriented

·       Experience working independently and comfort working with remote colleagues

·       Strong relationship building/relationship management skills

·       Ability to work in a fast-paced, high-volume, and often ambiguous/fast-changing matrix environment


Rosslyn, VA office preferred; other Deloitte office locations or remote considered.  Minimal travel required.

Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.

Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.

As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

Requisition code: 110623


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