Proposal & Value Advisory Lead

Responsibilities

Proposal & Value Proposition Leadership

• Lead and develop a team of proposal specialists supporting large, strategic, and complex pursuits.
• Drive the creation of compelling customer narratives, executive messaging, and differentiated value propositions aligned to customer outcomes and business priorities.
• Translate technical solutions into clear business value for executive buyers.
• Ensure proposals are positioned competitively to maximize win probability.

Commercial Business Case Development

• Partner with pursuit teams to develop commercially sound business cases and value realization models.
• Collaborate with finance, solution architects, and sales teams to validate assumptions and value drivers.
• Translate financial and operational benefits into customer-facing value metrics including: Total Cost of Ownership (TCO), ROI and payback analysis, productivity and operational efficiency gains, and risk reduction and business transformation outcomes.

Strategic Pursuits Collaboration

• Act as a partner to Strategic Pursuit Leads, developing a clear proposal strategy for each strategic pursuit.
• Partner with Deal Engagement Manager on complex opportunities, ensuring alignment between customer priorities, solution strategy, and commercial positioning.
• Facilitate orals review and guidance for high-visibility customer submissions and presentations.

AI-Driven Content Repository Ownership

• Own and continuously evolve the AI-enabled proposal and value proposition content repository.
• Establish governance, taxonomy, and content quality standards to support scalable reuse and rapid customization.
• Leverage AI-driven content generation, search, and recommendation capabilities to improve proposal velocity, consistency, and quality.
• Drive continuous improvement of reusable assets including industry narratives, proof points, case studies, value frameworks, and buyer-specific messaging.

Buyer Persona & Industry Vertical Alignment

• Develop tailored content and messaging aligned to: Enterprise Technology Adoption profiles, executive and technical buyer personas, and industry-specific challenges and transformation priorities.
• Build differentiated vertical positioning for Retail, Manufacturing, and Sports industries.
• Partner with internal SMEs and external industry analysts to strengthen market relevance, credibility, and competitive differentiation.

Quality & Governance

• Lead proposal quality reviews and executive document reviews for strategic pursuits.
• Ensure content consistency, strategic alignment, and adherence to branding and messaging standards.
• Establish best practices, review cadences, and governance processes across pursuit content development.

Qualifications

Required

• Bachelor's degree in Business, Marketing, Communications, Finance, Technology, or a related discipline.
• Proven experience in proposal management, pursuit strategy, value proposition development, or strategic communications within technology services or enterprise solutions environments.
• Strong expertise in executive storytelling, customer value proposition development, and storyboarding.
• Sound commercial and financial acumen, including business case development, TCO, ROI, and value realization concepts.
• Experience supporting large, complex enterprise pursuits and strategic deals.
• Strong stakeholder management and cross-functional collaboration skills within matrixed organizations.
• Demonstrated experience leading and developing high-performing teams.

Preferred

• Exposure to AI-enabled proposal or content management platforms.
• Experience across Digital Workplace, Hybrid Cloud and AI solutions.
• Industry experience across Retail, Manufacturing, or Sports verticals.
• Consulting experience within technology, strategy, or transformation environments.
• Experience engaging with industry analysts or market intelligence providers.

Leadership Attributes

• Strategic thinker with strong commercial acumen.
• Exceptional executive communication and storytelling capability.
• Customer-centric mindset with strong consultative skills.
• Highly collaborative and comfortable operating across cross-functional pursuit teams.
• Strong balance of creativity, structure, and operational discipline.
• Passion for AI-enabled transformation and continuous improvement.