Expert, Lighthouse Projects

ROLE OBJECTIVE

Expert, Lighthouse Projects is responsible for identifying, pursuing, and closing complex, high-impact client opportunities that drive transformational growth for the company. This role focuses on large, multi-stakeholder “lighthouse deals” and strategic partnerships across key sectors, requiring deep market insight, executive engagement, and cross-functional orchestration from opportunity identification to delivery handover.

The incumbent acts as the pursuit leader — shaping deal strategy, coordinating solution design, and ensuring alignment between internal stakeholders, clients, and partners to achieve strong win rates and maximize deal value.

RESPONSIBILITIES

Strategic Pursuit Leadership

• Identify and lead pursuit of complex, high-impact opportunities across strategic accounts and priority verticals.
• Develop and execute pursuit strategies aligned to the organization’s growth priorities.
• Manage the end-to-end pursuit lifecycle — from qualification and stakeholder mapping to bid governance, pricing, negotiation, and closure.

Cross-functional Solutioning and Governance

• Orchestrate collaboration across presales, delivery, legal, and finance teams to design winning solutions and commercial models.
• Govern opportunity qualification (e.g., gate reviews, RFP strategy, price-to-win, risk assessment).
• Ensure adherence to the pursuit governance and deal approval frameworks.

Client & Partner Engagement

• Build strong executive-level relationships with clients, partners, and ecosystem stakeholders.
• Act as the trusted advisor to C-level client executives — shaping business outcomes rather than selling products.
• Drive co-selling and partnership-led opportunities to expand strategic deal coverage.

Market and Growth Strategy

• Conduct account and sector research to identify market white spaces and new opportunity areas.
• Contribute to strategic planning through insights on competitive positioning, client trends, and emerging technologies.
• Develop account pursuit playbooks and repeatable frameworks for large deal management.

Knowledge Management and Enablement

• Institutionalize learnings from each pursuit, maintaining pursuit win/loss analyses.
• Mentor junior pursuit leads and account managers on large deal governance and client engagement best practices.

ROLE SPECIFICATIONS

Qualification

• Bachelor’s degree in Business, IT, Engineering, or equivalent; Master’s degree (MBA) preferred.

Certification

• APMP Practitioner / Strategic Sales or Solution Selling certifications preferred.

Experience

• 8–10 years of experience in enterprise sales, strategic pursuits, or business development within IT, system integration, or cloud services sectors.
• Proven track record of leading and closing multimillion-dollar (lighthouse) deals across public or large enterprise clients.

Skills

• Strong strategic selling, negotiation, and deal-structuring expertise.
• Excellent executive communication and presentation skills.
• Deep understanding of ICT, managed services, and digital transformation solutions.
• Ability to influence senior stakeholders internally and externally.
• High analytical and commercial acumen with proven pursuit of governance capability.