Pursuit & Proposals Manager - KSA

Line of Service

Internal Firm Services

Industry/Sector

Not Applicable

Specialism

IFS - Clients & Markets

Management Level

Manager

Job Description & Summary

PwC Global Overview

At PwC, we measure success by our ability to create the value that our clients and our people are looking for. Our reputation lies in building lasting relationships with our clients and a focus on delivering value in all we do. We’re a network of firms in 151 countries with more than 364,000 people who are committed to delivering world-class capabilities and quality in assurance, tax and advisory services.

PwC Middle East Overview

Established in the region for over 40 years, PwC Middle East employs over 11,000 people across 12 countries: Bahrain, Egypt, Iraq, Jordan, Kuwait, Lebanon, Libya, Oman, Qatar, Saudi Arabia, Palestine and the United Arab Emirates. Complementing our depth of industry expertise and breadth of skills is our sound knowledge of local business environments across the Middle East region. Our tailored solutions help our clients meet the challenges and opportunities of doing business in the Middle East market, and beyond.

Line of Service Overview
Internal Firm Services (IFS), is a network of specialist support professionals and includes Clients & Markets (Pursuit & Proposals, Business Development, Inbounds, Industries and Markets & Insights), Marketing & Communications, Recruitment, Human Capital, Finance, Technology, Learning and Development and Procurement, to name but a few. Each team plays a vital role in making sure we have all the right resources, services and technology across our business.

Business Unit Overview - Middle East Pursuit team

We are a regional team of Pursuit and Proposal specialists and Coaches, providing end-to-end management and coaching through the bid process. We use tried and tested Pursuit methodologies - embedding
innovation and technology to drive client centricity and support the firm in winning work.

Position summary

The successful candidate will be part of the Clients & Markets Middle East Pursuit team, based in Riyadh, Saudi Arabia- supporting the firm's most important accounts across all of our Lines of Service.

You will be required to lead on proposal development, and manage strategic opportunities, which will require collaboration with multiple regional teams, Lines of Service and Global teams when necessary - to drive the proposal process and coordinate proposal responses as well as draft key content. This will also require working with cross-functional teams to coordinate content development and facilitate resource needs across opportunities. As one piece of the ecosystem, the Proposal Manager will drive opportunities from pre-RFP to proposal submission and client oral presentations.

The successful candidate will have strong analytical and problem solving skills, and written communication skills will be key. You will ensure that the team is driving the correct messaging in proposals, as well as be familiar with how Big4 firms are structured, their offerings, and their operating model.

You will work with colleagues from across the Middle East firm and will be encouraged to work with specialists from across the PwC Network to leverage best practice and share knowledge to bring the best of the firm to the proposals to our future opportunities.

Key responsibilities

• The role requires you to be at the proactive and at the forefront of our most important Middle East opportunities in the - effectively supporting the Business Development team, our Partners and Engagement teams to develop proposals and the content, project manage, innovate and drive the overall Proposal process from RFP stage to client orals

• Ability to develop a comprehensive proposal response plan from scratch and implement - as well as develop the overall pursuit strategy for specific opportunities 

• Collaborate with the Engagement Teams to think strategically about the opportunity -  develop a clear win strategy for each Proposal, ensuring compelling win themes, value propositions and differentiators

• Consistently lead and manage concurrently large, strategic proposal submissions, including leveraging the knowledge of a professional services firm's operations, internal processes, tools, and support services 

• Demonstrate thorough understanding of key elements, terms, and processes found within a winning professional services proposal 

• Build and sustain relationships with key account, Industry, and solution delivery Directors and Partners through high quality support on their opportunities 

• Support engagement teams on drafting compelling executive summaries and Value Propositions, manage proposal resources and prepare and/or coordinate complex written and verbal materials 

• Present options for innovation within our proposals documents (for example, using digital assets) to enhance the client experience - and drive the output with the relevant teams

• Ability to organise and collaborate with individuals at all levels of seniority across multiple territories, where required

• Coordinate resources (designers, translators, technical subject matter specialists, etc.) to drive the efficient development proposals and bring the best of the firm to each opportunity

• Ability to be creative and flexible in thinking and problem solving. Marrying this with the ability to bring experience and knowledge from prior experience to each new opportunity

• Contribute to practice process development and documentation, specific to coordination and collaboration with entities such as Finance, Risk & Quality, Cross Border Facilitation etc

• Lead and deliver on “Special Projects” in line with the wider Pursuit & Proposals strategy

Competencies: 

• The candidate will be a highly motivated and a high performing individual with the ability to be flexible and adaptive on a daily basis

• Proven track record of working on large-scale proposals with a strong track record supporting winning key Pursuits

• Education: Bachelor's degree or equivalent

• Years of experience: 6+ years in a proposals role - preferably within a professional services environment

• APMP Foundation certified, or willingness to obtain

• Fluency in spoken and written English and Arabic is essential

• Previous experience in strategy consulting or management consulting is a plus

• Experience of mentoring and coaching individuals as well as supporting team members in their personal development

Knowledge and Skills:

• Strong problem solving and analytical skills

• Excellent communication (verbal and written) skills

• Excellent organisational, time management, quality management, and project management skills with the ability to prioritise workload, work with senior stakeholders and perform under pressure

• Skilled in delivering Value Proposition Workshops with Engagement Teams to support the development Value Propositions and Win Themes within proposals

• Commercially and risk aware

• Pricing and negotiation skills are a plus

• Technical knowledge and experience in evaluating tender responses is advantageous

• Knowledge of the Professional Services Industry

• Strong PowerPoint skills, as well as more generally, being proficient in Microsoft360 and G-Suite

• Proficiency in Salesforce is an advantage

• Proficiency in PowerBi is an advantage

Education (if blank, degree and/or field of study not specified)

Degrees/Field of Study required:

Degrees/Field of Study preferred:

Certifications (if blank, certifications not specified)

Required Skills

Optional Skills

Desired Languages (If blank, desired languages not specified)

Travel Requirements

Up to 20%

Available for Work Visa Sponsorship?

Yes

Government Clearance Required?

No

Job Posting End Date