Strategic Sales & Pursuit Coach, Pursuit Centre of Excellence (PCoE), Consulting –
Deloitte AU
London, GB
3d ago

The Pursuit Centre of Excellence (PCoE) is an elite sales-focused team, founded with a singular objective to win our largest and most complex opportunities within the Deloitte Consulting portfolio.

This team works in collaboration with a client service delivery team to create truly differentiated approaches, solutions and messaging in response to requests for proposals, but also in helping client service partners think differently about client relationships and how we shape and influence new opportunities.

The Strategic Sales & Pursuit Coach is a Business Partner to the account and offering Partners leading the opportunity to bring expertise in sales strategy and differentiation, buyer behaviours and decision-making, and impactful messaging and engagement.

Demonstrated success impacting the outcome of strategic, complex pursuits is critical.

The Pursuit Coach is required to rapidly engage with pursuit and leadership stakeholders and client service delivery teams to lead the creation of compelling and differentiated selling propositions for our clients.

They are expected to actively identify critical challenges and possible risks for the sales opportunity whilst working proactively with the Lead Engagement Partner and other key internal functions such as Quality and Risk Management, Deal Review, and Delivery Excellence, to attain the utmost quality of our offering.

The Pursuit Coach may be engaged on more than one pursuit at a time, so the ability to quickly assess and understand new opportunities and adapt to fast-changing situations is important.

Given the cross-border nature of many of the opportunities the PCoE supports, the Strategic Sales & Pursuit Coach role may require travel across Europe to support large complex opportunities.

We encourage consideration of flexible ways of working, both formal and informal arrangements that allow for the best outcomes for our people and our clients.

If this opportunity is of interest to you with some flexibility, please do discuss with us.

Your role

  • Facilitate win strategy sessions with pursuit teams and functional leadership to create a unique and differentiated sales approach for the opportunity.
  • Ensure the resulting strategies and approaches are actioned and applied throughout the pursuit to drive a higher win rate on key opportunities.

  • Bring the client perspective to the opportunity by challenging content / messaging / approaches to ensure our solution and proposition deliver on client expectations with high quality.
  • Assess and understand the global resources required to deliver the highest quality solution, and facilitate these connections across the global Deloitte network.
  • Understand the complex commercial aspects of the opportunity to provide insight and guidance on potential commercial constructs to yield the best overall commercial proposition for both the client and Deloitte.
  • Bring innovative approaches for presentations, pursuit materials, and other pursuit activities to support strategy, messaging, and differentiation.
  • Lead presentation / workshop preparation and rehearsal process, driving differentiated messaging and approaches. Provide strong presentation coaching, both to individuals and the broader team, to elevate presentation performance.
  • Participate in all leadership and internal quality reviews, including commercial / pricing reviews.
  • Rapidly establish a relationship of trust with the Lead Engagement Partner and resolve challenges during the pursuit process.
  • Solve issues that may be escalated a collaborative manner.

  • Support the Pursuit Lead in managing and applying the bid process in line with the PCoE’s pursuit methodology and in resolving conflict.
  • Bring best practices from other pursuits and extended pursuit networks
  • Participate in and contribute to select learning and development initiatives to build and enhance Deloitte’s sales excellence capabilities across the firm.
  • Lead and engage in value added special projects to establish or further develop key capabilities to strengthen the Deloitte sales culture.
  • Manage diverse teams within an inclusive team culture where people are recognised for their contribution
  • Your work, your choice

    At Deloitte we believe the best impact is the value we add, not the hours we sit at our desk. We carefully consider agile ways of working, both formal and informal, that allow for the best impact for our people and our clients.

    Please speak to your recruiter about the working pattern that works best for you.

    Location : London / Cardiff / Bristol / Birmingham

    Suggested work pattern : Permanent full-time

    Your professional experience

  • Extensive Business Consulting and Complex Deal Coaching experience, Consulting client service experience highly preferred
  • Experience working, collaborating, and building consensus with executive-level stakeholders
  • Experience leading and coaching presentations, including leading a structured preparation / rehearsal process and providing effective presentation coaching
  • Demonstrated experience delivering creative and differentiated concepts to sales / pursuit materials and presentations
  • Strong understanding of top tier Business Consulting services and offerings (Deloitte Consulting experience a plus)
  • Experience leading large, diverse teams, balancing multiple time-sensitive commitments, and building internal sales capabilities
  • Proven ability to address and resolve conflict effectively and efficiently
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