Cloud COE Presales Lead

Job Description:

As part of America’s Cloud Center of Excellence, the mission of the pre-sales team is to expand on partnerships with client organizations that bring together the full capabilities of the BU to solve the client’s most challenging business issues. 

The Pre-Sales Lead will partner with Commercial, Business Development Executives, Delivery, and Solution leads the BU(s) to evaluate and respond to RFx requests. 

Key Responsibilities:

• Lead consulting teams in building proactive, sole-source, and competitive client RFx responses in support of the mission
• Collaborate with Market / Industry Leaders, Lead Client Partners, Service Line Leaders, Strategic Partners, and Deal Teams to support the sales process
• Potentially support the early stage of client pursuits - E.g., through early client engagements and deal qualification. 

As a coach:

• Own the overall governance of the pre-sales program, from deal intake and qualification to contract signature
• Contribute to the Cloud COE business objectives and provide weekly reporting on progress or remediation plans toward the objectives
• Collaborate with the Cloud EVP and Operations Manager, ensuring the pre-sales book of business supports the strategic goals of the BU(s)
• Build and maintain relationships with the Market, Service Line, and Strategic Partners, vital for the timely organization of RFx teams and execution of close plans
• Be responsible for bringing together Industry leads and Service Line leads to forecast RFx engagements, understand talent demand, and track the progression on current engagements

As a team player:

• Oversee all facets and phases of the Deal pursuit, encompassing initiation and planning, kick-off, solution development, content creation, response consolidation, client or deal team clarifications, peer and team reviews, internal assessments, approval documentation, SOW, and contract negotiation to signature.
• Develop the Deal Management Plan, deal activity calendars, and schedule deal team meetings.
• Apply effective project management principles and techniques to guide deals successfully, recommending progression or deal-strengthening exercises as needed
• Formulate clear and efficient plans for each deal, handling multiple deals simultaneously.
• Ensure each deal undergoes appropriate reviews and receives documented approvals before client submission, adhering to corporate governance.
• Cultivate and sustain robust relationships with key stakeholders across all organizational levels and functions. Deal teams typically include experts from Sales, Solutions and Services, Finance, Legal, HR, and Procurement, as well as senior management and executive teams.
• Communicate accurately and promptly with all stakeholders, taking ownership of ensuring that communications are received and comprehended.
• Assist Client Lead/Deal Owner in identifying and securing resources, such as a client experience team, pricer, and risk reviewers.
• Request, manage, and track B&P for significant deals (exceeding $100M).
• Leverage experience and expertise in pursuits to apply best practices in Deal Management
• Leads deal teams in preparation of client engagements, such as:
  • Developing overall storyline and client experience assets
  • Meeting preparation and rehearsals
  • May provide social insights for Clients

Required Skills: 

• Minimum 5 years of experience in Consulting and 7 years in b