Pursuit Manager

Business Environment:
HP Enterprise Services offers industry knowledge, IT expertise and commitment to deliver a full range of enterprise-class technology consulting and support. The portfolio covers the three major areas of Infrastructure Technology Outsourcing (ITO), Applications Services and Business Process Outsourcing (BPO). HP supports 380,000 servers world-wide, maintains 2.3 billion lines of code and processes over one billion healthcare claims annually.
During the acquisition or renewal phase of the sales cycle Pursuit Teams are brought together combining all the necessary skills and tested processes to design a solution and deliver a winning proposal to the client. In most cases because of the scale of the deals, each solution is always bespoke and tailored to the client’s requirements, although built on the foundation of HP’s portfolio of standard offerings.

Scope:
To create and maintain a pursuit environment within which the sales strategy and win themes can be implemented to best effect. Responsible for the planning, direction, and co-ordination of activities from pursuit initiation to contract signature both internally and with the client. Including:
• Leadership. SPOC for ALL pursuit related matters. Manages a high performance / motivated team against the agreed plan to meet ALL internal and external pursuit milestones and deliverables.
• Client Engagement. Provides a SPOC for the client, third parties and partners regarding procurement and planning matters. Plans, prepares and participates in client meetings, workshops and presentations.
• Pursuit Planning. As part of the pursuit leadership team to agree the plan and resource requirements. Develops, owns and maintains a pursuit plan aligned and agreed with the Client (or their TPI) and partners.
• Resource & Financial Management. Develops, reviews and obtains approval for the pursuit budget according to current governance and affordability guidelines. Manages the pursuit within the agreed & approved budget. Forecasts and requests resource requirements against the agreed plan and client requirements.
• Pursuit & Risk Management. Oversees the development, quality and timely presentation of all client facing deliverables (written and oral; narrative and numeric) across all work streams. Manages pursuit risks and issues. Includes the Risk Module and the DAIR.
• Communication & Reporting. Excellent written and verbal skills. Can tailor communications appropriately to suit the audience (internal and external) at all levels. Comfortable communicating at CIO and CFO level in "their language”.

Responsibilities:

The responsibility of this role can be summaries as follows:

• E2E pursuit leadership/management
• Sales and Account Management interface for strategic/complex sales opportunities/pursuits
• Engagement with Clients and their TPIs. SPOC for client interaction
• Stakeholder management – internal & external
• Communication & reporting
• Supports deal shaping and qualification
• Engagement of Alliances/One HP
• Industry/offering/strategically aligned
• Resource and Financial Management – pursuit budgets and resource planning
• E2E Pursuit Planning
• Risk Management
• Ensure adherence with best practice and Governance
• Contribute to the continuous improvement of the HP ES Sales Process

Measures:

• TCV sold
• Down-selections achieved
• BD to Pursuit conversions
• Win/Loss
• % deviations to best practices
• % deviations to governance
• FFYR for Complex Deals
• Customer Satisfaction
• % deviations in exceptions to Budget
• % deviations in exceptions to Plan
• Continuous improvement contribution (including RCM)

Attractive compensation and benefits
Exciting opportunity of career and professional development
Working for one of the most admired international companies in challenging and dynamic environment
Possibility to work in an international environment
Regular professional trainings
Foreign language classes
Reimbursement of costs of participation in a sport club
Life insurance
Financial support during 3 months of sickness


To apply on-line please click the “I am interested button”.