Sales Capture Associate Director - Industry & Enterprise

Role Overview

We are seeking an Industry & Enterprise Sales Capture Lead tasked with originating, developing, and securing significant business and technology transformation projects within key client accounts. This position entails directing complex pursuits that integrate industry insights, enterprise transformations, business model redesigns, digital technologies including AI and cloud, and business process enhancements.

This role demands adeptness in consultative sales, high-level relationship management, commercial leadership, and a strong foundation in enterprise transformation. Collaboration with industry leaders, account teams, strategy consultants, technology architects, and ecosystem partners is essential to craft innovative solutions that drive tangible client benefits.

The ideal candidate will have demonstrated success leading major strategic pursuits and cultivating trusted relationships with C-suite executives across various industries.

Key Responsibilities

• Manage end-to-end sales capture processes for large and complex transformation initiatives in Industry & Enterprise domains.
• Devise persuasive pursuit strategies, win themes, and competitive differentiators while establishing growth objectives.
• Lead opportunity assessments, executive-level governance reviews, proposal crafting, and contractual negotiations.
• Coordinate diversified teams including Strategy, Consulting, Technology, Operations, Data & AI, Digital Engineering, and Managed Services.
• Conduct executive presentations, defend proposals, facilitate workshops, and drive commercial negotiations during the pursuit lifecycle.
• Design and influence enterprise-wide transformation programs aligned with clients' strategic goals.
• Assist organizations in redefining business processes, enhancing customer experiences, transforming operating models, and expanding revenue avenues.
• Market solutions that address industry-specific challenges and promote innovation, sustainability, and growth acceleration.
• Build and nurture advisory relationships with key executives such as CEOs, COOs, CFOs, CIOs, and business unit heads.
• Lead high-level discussions on business expansion, operational efficiency, transformation, and competitive advantage.
• Develop comprehensive, integrated solutions by collaborating across multiple functional groups to produce measurable business outcomes.
• Provide commercial oversight including deal economics, price strategy, risk evaluation, and contract structuring to ensure alignment with organizational goals.
• Originate and cultivate a pipeline of new transformational business opportunities and identify potential cross-selling avenues.
• Engage with strategic technology and business partners to enhance client offerings and co-develop market opportunities.
• Guide and mentor pursuit teams and emerging professionals, fostering a culture of innovation and collaboration.

Requirements

• A bachelor's degree in Business, Engineering, Technology, Economics, or related disciplines.
• Substantial professional experience in consulting, business transformation, strategic sales, or sales capture leadership roles.
• Proven ability to lead and close large-scale, complex transformation initiatives.
• Comprehensive understanding of enterprise transformation challenges, operating models, and digital business strategies.
• Demonstrated ability to engage and influence C-suite executives in strategic decision-making.
• Skilled at managing diverse, multidisciplinary pursuit teams and complex stakeholder networks.
• Strong commercial insight with expertise in negotiation and deal structuring.
• Preferred experience across sectors such as Products, Resources, Communications, Media & Technology, Financial Services, Health & Public Service, and Government & Public Sector.
• Familiarity with AI, Data, Digital Core, Cloud technologies, Industry Platforms, and Business Transformation practices is advantageous.
• An MBA or another advanced degree is preferred.
• Experience working within leading consulting, technology, or professional services firms is a plus.