Pursuit & Capture Manager – State & Local Government

Pursuit & Capture Manager – State & Local Government

Requirements

• Bachelor’s degree required
• Requires 10+ years of strategic capture, proposal development, contract management, sales strategy, and/or pricing strategy to state and local government customers.
• Strong understanding of the S&L acquisition process, including NASPO, Omnia and others as well as experience with RFx, source selection, evaluation criteria, compliance matrices, and standard terms and conditions
• Experience applying various contract vehicles.
• Demonstrable success leading and winning captures in the enterprise State and Local Government market
• Experience interacting with and briefing senior government and industry acquisition officials.
• US Citizenship required

Responsibilities

• Manage a portfolio key ERP pursuits in State Government and Higher Education.
• Demonstrate excellent critical thinking, win-strategy development, business acumen, and interpersonal skills to develop teams and construct near-term and long-range strategies for business development in designated pipelines.
• Lead the capture strategy for the most complex market opportunities from the deal qualification phase through proposal delivery.
• Coordinate with collaborators in sales, business development, proposals, contracts, pricing, and legal to prepare, present, and mature opportunities through a defined acquisition framework
• Ability to lead interdisciplinary teams with varying levels of experience.
• Develop and implement large, complex deal strategy to define the opportunity and schedule and validate the technical solution.
• Engage with industry partners, assess the competitive landscape, and if needed secure bidding teammates to bolster value proposition or technical solution.
• Lead the development of win themes, horizon mapping, technical and management solutions, pricing strategies, and risk mitigation strategies.
• Interpretation of solicitation requirements, terms, and conditions
• Meet or exceed established metrics and goals in support of overall corporate growth and success.
• Understanding the full business development lifecycle and experience in various customer domains within the state and local markets
• Experience with leading proposal activities for the RFI, RFQ, or RFP process
• Conduct and participate with internal gate reviews and coordinate internal approvals including risk assessments and gaps.

Preferred Qualifications

• Management Experience of leading teams focused State and Local Government, in ERP market.
• Understanding of the strategic competitive landscape by staying up to date with trends and customer needs so you can effectively position Workday solutions within accounts
• Validated experience of pulling together different business units to improve on sales
• Experience maintaining accurate forecasting data and business modeling for senior leadership
• Self-starter demeanor with the ability to work in a dynamic environment