Senior Deal Engagement Manager

Responsibilities

Deal Qualification, Shaping and Strategy

• Lead qualification and continual requalification of US$100M+ opportunities, assessing strategic fit, client value, competitive position, delivery feasibility, commercial viability and probability of win.
• Drive the deal strategy, win themes, value proposition and executive messaging across complex support, Hybrid Cloud and AI solution towers.
• Facilitate senior stakeholder workshops and challenge assumptions, risks, dependencies and investment requirements to support timely bid and no-bid decisions.

Client and Executive Engagement

• Develop a deep understanding of the client's business, technology estate, operating model and transformation priorities, ensuring these are reflected throughout the pursuit.
• Partner with Sales Leaders to engage client executives, procurement and technical stakeholders through workshops, presentations, orals and negotiations.
• Guide development of the client value proposition, business case and Total Cost of Ownership model, linking the solution to measurable business and operational outcomes.
• Own or coordinate formal client communications and ensure consistent messaging across the pursuit team.

End to End Bid Execution

• Lead multi-disciplinary, geographically dispersed pursuit teams across Sales, Solutioning, Support, Delivery, Finance, Commercial, Legal, Contracts and partners.
• Own the integrated pursuit plan, governance cadence, resource and bid budget requirements, milestones, risks, issues, dependencies and critical path.
• Drive all required governance and assurance reviews, including qualification, solution certification, commercial review, deal review, contract review and solution handover.
• Coordinate client clarifications, due diligence, partner inputs and proposal deliverables, working closely with the Proposal Manager to ensure a compelling, compliant and timely submission.
• Maintain accountability through negotiation and closure, ensuring scope, assumptions, commitments, commercials and contractual obligations remain aligned.

Hybrid Cloud, AI and Support Solution Integration

• Orchestrate complex solution constructs spanning infrastructure, cloud, managed services, lifecycle services, service desk, technical support, security, automation and AI-enabled capabilities.
• Ensure solution towers form one coherent and supportable service model, with clear service levels, governance, transition, transformation and steady-state accountability.
• Partner with architects and delivery leaders to validate scalability, resilience, supportability, transition readiness, data requirements and delivery capacity.
• Drive alignment between the technical solution, service model, pricing, implementation plan, contract and client commitments.

Commercial, Risk and Delivery Assurance

• Ensure the commercial model accurately reflects scope, volumes, service levels, transformation requirements, risk allocation and contractual obligations.
• Identify and escalate material solution, commercial, delivery, contractual or compliance risks with clear options and recommendations.
• Drive early Delivery and Transition engagement and ensure a controlled handover with validated scope, baselines, obligations and mobilisation actions.
• Maintain a clear audit trail and compliance with company processes, governance and delegated authority requirements.

Leadership and Continuous Improvement

• Provide leadership and coaching to Deal Engagement Managers, Proposal Managers and pursuit team members, reinforcing accountability, collaboration and client focus.
• Provide concise leadership reporting on deal health, investment, risk, decisions and forecast progression.
• Capture lessons learned and improve pursuit playbooks, templates, tools, automation and AI-enabled ways of working.

Qualifications

• Bachelor's Degree in business, technology, engineering, project management or a related field. MBA or equivalent is a plus.
• 12+ years of progressive experience in enterprise technology, IT services, managed services, sales, consulting, bid management or complex programme leadership.
• Demonstrable success leading large, complex pursuits, preferably US$100M+ TCV, involving enterprise support or managed services and multiple solution towers.
• Strong experience with Hybrid Cloud, infrastructure, as-a-Service and AI-enabled solutions, including their operational and support implications.
• Advanced commercial acumen and the ability to manage solution, pricing, contractual, delivery and risk interdependencies.
• Excellent executive communication, facilitation, negotiation and stakeholder management skills, with the ability to influence in a global matrix organisation.
• Proven ability to lead geographically dispersed teams under tight deadlines while maintaining quality and governance.
• APMP Practitioner Certification or equivalent capability is preferred. PMP, PMI or other project management certification is desirable.
• Proficiency in Microsoft Office Suite and familiarity with proposal management, collaboration and AI productivity tools.