Deloitte Senior Capture Executive-Government & Public Services in Boston, Massachusetts
GPS Senior Capture Leader (Pursuit Executive)
The Deloitte Government and Public Services (GPS) Sales Excellence team seeks an experienced Pursuit Executive with deep experience driving, shaping, and capturing large, complex deals in the Federal and Public Sector markets.
Work you'll do:
This position is established to qualify and capture major ($250M ) government acquisitions in cybersecurity across the Department of Defense, Intelligence Community, and Department of Homeland Security. You will be part of a multi-disciplinary team that is focused on "Driving to Win" by melding business, management, technical and cost elements for winning proposals. Efforts include driving capture and proposal readiness from early positioning and shaping efforts, to development and implementation of win strategies, through pre-Request for Proposal activities, and continuing through written/oral proposal development, negotiations, award and transition. Proven track record of successful capture and proposal management on $250M bids and orchestrating multi-disciplined resourcing against pipeline priorities, driving successful capture of pursuits through:
Deal Qualification: determine strategic fit; validate client commitment; understand and convey client needs and challenges; determine client preference for Deloitte; understand and influence acquisition strategy; assess incumbents and likely competitors; scope the deal including maximizing profit; identify and vet corporate experience and qualifications (size, scope and complexity); define confidence milestones and exit criteria for bid/no-bid decisions
Positioning and Initial Concept Development: Orchestrate and/or conduct discussions with decision makers and influencers to inform understanding of the problem and environment, understanding of requirements, risk areas, solution formulation and validation, unstated priorities; conduct exploratory discussions with buying organizations to understand and inform all aspects of the deal especially technical and management approaches and unique staffing characteristics; introduce shaping papers to convey Deloitte Point of View; determine Deloitte and teammate preference
Shaping and Approach Refinement: orchestrate and/or conduct client discussions to inform our definition of differentiated strengths with most relevant quantitative metrics and proof points; partner with account leadership and client relationship executives to introduce potential key personnel to inform chemistry with client, appropriateness, etc.; orchestrate or conduct executive industry exchanges, panels, etc. with clients; explore innovations and other Deloitte strengths that can be reflected in evaluation factors; ensure the full capabilities of the firm are matched to the requirements
Solution Development: partner with solutions architects and subject matter experts to identify and solidify solutions that address client needs and challenges; explore likely technical scenarios and associated Deloitte with proof points, and align with expected work breakdown structure; ensure proven processes are articulated with concrete outcomes; ready the innovation story for vetting with client; support development of management approach scenarios and past performance citations; participate in oral presentation preparation and/or coaching
Teaming: based on gap analyses, fill technical, management, past performance, certification and key staff voids with teammates; negotiate teaming agreements and exhibits detailing workshare or functional area expectations
Bid Strategy: drive development of differentiated strengths and win themes; partner with account and pricing leadership to determine pricing strategy; articulate time and resource commitment requirements to maximize the probability of win
Proposal Development: partner with pursuit managers, subject matter experts, account leadership and pursuit team to develop, review and refine the formal response to the client; ensure compliance with all requirements
Category: Business Development / Sales / Marketing
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about 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.
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