Pursuit Consulting Coach (Senior Manager/Director) - MY

Are you ready to unleash your potential?

At Deloitte, our purpose is to make an impact that matters for our clients, our people, and the communities we serve.

We believe we have a responsibility to be a force for good, and WorldImpact is our portfolio of initiatives focused on making a tangible impact on society’s biggest challenges and creating a better future. We strive to advise clients on how to deliver purpose-led growth and embed more equitable, inclusive as well as sustainable business practices.

Hence, we seek talented individuals driven to excel and innovate, working together to achieve our shared goals.

We are committed to creating positive work experiences that foster a culture of respect and inclusion, where diverse perspectives are celebrated, and everyone is recognised for their contributions.

Ready to unleash your potential with us? Join the winning team now!

Work you’ll do

As part of the Consulting Pursuit Consulting Centre of Excellence, we are looking for a Pursuit coach with pursuit project management expertise, who can work with pursuit teams on strategic pursuits, helping them to increase our win rates.

The Pursuit Coach is a Business Partner to the pursuit team bringing expertise in sales strategy and differentiation, buyer behaviors 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 Pursuit 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.

The role requires someone who can put themselves in the clients’ shoes and can help teams meet those needs. The successful candidate will have the ability to coach others at senior levels. The expectation of the role will be to work closely with teams, from the early stage of a pursuit through the proposal stage, until the post proposal stage, coaching the team to win and project managing the pursuit throughout. Helping teams increase their chances of winning, and differentiating us in the market, will be key to the success of the role.

This role is based in Kuala Lumpur and is focused around an effective working relationships with key stakeholders in the Consulting business unit, client service practitioners of all levels and other support functions.

Responsibilities include, but not limited to:

• 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 resources required to deliver the highest quality solution and facilitate these connections across the business.
• 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 pursuit methodology and in resolving conflict.
• Bring best practices from other pursuits and extended pursuits 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.

Your role as a leader

At Deloitte, we believe in the importance of empowering our people to be leaders at all levels. We connect our purpose and shared values to identify issues as well as to make an impact that matters to our clients, people and the communities. Additionally, Managers across our Firm are expected to:

• diverse, high-performing people and teams through new and meaningful development opportunities.
• effectively to build productive relationships and networks.
• and lead the execution of key objectives and priorities for internal as well as external stakeholders.
• your team to key objectives as well as set clear priorities and direction.
• informed decisions that positively impact the sustainable financial performance and enhance the quality of outcomes.
• stakeholders, teams, and individuals positively – leading by example and providing equal opportunities for our people to grow, develop and succeed.
• with integrity and make a strong positive impact by energising others, valuing individual differences, recognising contributions, and inspiring self-belief.
• superior value and high-quality results to stakeholders while driving high performance from people across Deloitte.
• their understanding of disruptive trends and competitor activity to recommend changes, in line with leading practices.

Requirements:-

• 10 years 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.
• Strong client service skills and mindset
• Strong oral and written communication skills, including presentation skills.
• Ability to identify and resolve issues independently and to escalate when appropriate.
• Ability to work effectively independently and as part of a team in a fast-paced environment.
• Ability to “think outside the box” when identifying problems and developing solutions.
• Able to build credibility with senior stakeholders.
• Able to coach and mentor team members with focus on conflict resolution.

Due to volume of applications, we regret only shortlisted candidates will be notified.

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