Pursuit Strategist - Capital Federal, Buenos Aires, Argentina - EY

EY
EY
Empresa verificada
Capital Federal, Buenos Aires, Argentina

hace 1 semana

Sofía Rodríguez

Publicado por:

Sofía Rodríguez

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Descripción

Job Title:
Senior Pursuit Strategist/Pursuit Strategist


Sub Function:
Deal Activation - Pursuits


Job Summary
The Senior Pursuit Strategist / Pursuit Strategist partners with Account Teams to support global, strategic, high-value pursuits.

They engage at multiple stages during the pursuit process and takes the leadership in developing the winning pitch strategy to articulate a compelling 'Why EY' proposition in all pursuit collaterals.


The Senior Pursuit Strategist / Pursuit Strategist is responsible for the tactical management of all pursuit work-streams including the facilitation of pursuit readiness sessions, touchpoint campaign, draft value proposition, proposal development and orals preparation.


Additionally, the Senior Pursuit Strategist / Pursuit Strategist is required to identify, develop and implement innovative approaches to pursuit management and drive adoption of these across the firm.


Essential Functions of the Job

Strategic Pursuit and Opportunity Management

  • Partner with Account Teams to provide a fullservice pursuit management model for strategic, highend opportunities
  • Lead the development of the pursuit strategy by ensuring the client team fully understands the client needs and can clearly articulate the benefits of the EY solution and our value proposition.
  • Serve as a facilitator/key contributor in pursuit strategy sessions, manages output and drives actions.
  • Conduct one to one and team coaching sessions to ensure the team fully understands the client needs, the EY solution and can clearly articulate their role, experience and credentials in a convincing, winning manner.

Strategic Client, Internal and External Communications

  • Devise the relationship development action plan to ensure appropriate contact is made with all decision makers and influencers using the whole EY network.
  • Contribute to the engagement economics discussion to ensure the appropriate pricing options are challenged and positively articulated providing a return for the firm and value for the client.
  • Develop strategic messaging and lead conceptualization of all clientfacing pursuit collateral.
  • Manage and leads the development of opportunity value propositions.
  • Ultimately responsible for quality control of all clientfacing materials during the pursuit.

Administration and Reporting

  • Lead post pursuit analysis and review; makes recommendations for process improvement.
  • Support client interviews to ensure the team fully understands the needs and decisionmaking criteria of the client, the EY solution and why we won or lost a pursuit.
  • Deliver or participate in training to upskill the client and/or BD teams in pursuit best practice using the EY 'Sales Excellence' tools and methodologies
  • Participate in relevant internal and external networks
  • Champion CoE bestpractice pursuit management tools and processes

Supervision Responsibilities

  • Provide coaching and mentoring to others; may serve as a Counsellor to other Pursuit Strategist/Pursuit Coordinators in Deal Activation CoE Delivery Centre.
  • Support the onboarding and training of new hires in Deal Activation CoE Delivery Centre.
  • Develop and coach Pursuit Coordinators, Client Executives and Client Servers through teaming on pursuits and facilitated training sessions
  • Oversee the work of the pursuit support team, including thirdparty resources (e.g. Pursuit Coordinator, external translation services, etc.).

Job Requirements

  • Bachelor's Degree.

years in Business Development of which minimum 8 years should be in Bid Management/Pre-Sales/Pursuit Management in professional services organizations.


  • Excellent written and oral communication skills in English is essential as the role requires direct communication with international team members.
  • Experience in developing external marketing communications.
  • Experience working in a crossborder, multicultural environment.

Certification Requirements

  • Expected to remain current on EY training and curriculum (e.g. Account Management Framework (AMF), Badges, etc.)

Knowledge and Skills Requirements

  • Good understanding of Business Development and Pursuit Management
  • Ability to analyze data and derive conclusions
  • Ability to work independently with mínimal supervision
  • Ability to influence without authority, lead and coach others
  • Proven ability to influence and build collaborative relationships with a wide range of stakeholders
  • Advanced knowledge of Microsoft Suite
  • Power BI and Sharepoint are desirable
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