Deloitte Orals Pursuit Coach Senior Manager-Government & Public Services in Phoenix, Arizona
Overall Responsibilities: As a dedicated Orals Coach for the Government and Public Sector (GPS) Industry, you will have direct accountability to coach teams on our largest and most strategic pursuits. The Orals Coach works with the Lead Engagement Partner (LEP), capture executive, and pursuit manager to challenge the selling message for strategic pursuits, guiding Orals from planning through execution. You bring best practices and innovation to optimize Orals presentations, advising on how to be compelling and evaluate to score while working within requirements. Additionally, the Orals Coach understands trends, lessons learned, and guides process improvements within GPS markets.
Bring creative approaches for Orals-related presentations, materials, and other activities to support strategy, messaging, and differentiation
Lead the presentation preparation and rehearsal process and provide presentation coaching, both to individuals and teams
Rapidly establish a relationship of trust with the Lead Engagement Partner and pursuit team, resolving challenges during the process
Provide feedback for proposals and other materials to support the capture team and client service team in developing a compelling value proposition, winning strategies, and a differentiated message for the specific opportunity as it relates to Orals
Provide oversight and quality review for presentation documents, design approach, and guide the team so strategic messaging is represented in all Orals materials
Bring best practices from other pursuits and extended pursuit networks
Solve issues that may be escalated to you in a collaborative manner, as needed
Participate in and contribute to select learning and development initiatives to build and enhance Deloitte's sales excellence capabilities across the firm
Qualifications - External
10+ years' experience in proposal development for Federal and/or State and Local markets, understanding solicitation requirements and shaping to score
8+ years' experience in leading the presentation rehearsal process and providing presentation coaching
Experience working, collaborating, and building consensus with stakeholders at executive levels, as well as management/middle management stakeholders
Experience in bringing creative and differentiating concepts to development of pursuit materials and to presentations
Proven ability to address and resolve conflict
Excellent communication skills, written and oral
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Former Consulting/client service background, especially combined with pursuits
5+ years' experience in leading Orals for Federal solicitations over $100 million, with experience leading Orals development for efforts over $250 million
Training in formal capture/proposal methodologies with knowledge and experience in industry-wide best practices in proposal management
Knowledge and understanding of Federal, State, and Local government procurement regulations and practices (including FAR and DFAR)
People and Project Management
A team player with an outstanding ability to work with people at all levels, including senior executives
Demonstrated ability to influence others, from staff to senior leaders through a resilient presence, thoughtful challenges, and use of sound judgment
Clear interpersonal and politically correct work environment skills, including aptitude for building relationships, understanding team dynamics, taking initiative, and solving problems
Keen listener, with the ability to quickly grasp ideas that can be translated into written words that will impact the client's desire to award the program to Deloitte
Ability to provide presentations to accounts, teammates, proposal teams and Deloitte groups as needed
Ability to read situations and adapt work and management style to achieve results
Ability to work with agility and efficiency in a demanding, deadline-driven environment
Team-oriented with a proven ability to manage multiple projects at once
Demonstrated initiative and problem-solving ability, to meet all deadlines, without issues
Attention to detail and exceptional follow-up skills
Ability to analyze information and make sound observations and recommendations quickly
EACMGExpHire The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the crrent range is $95070 to $175080.
o The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $115030 to $211850.
o You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.