Depending on the size of the deal or account, the Engagement Manager can play a variety of leadership roles in the Pursuit life-cycle.
On smaller deals the Engagement Manager can perform the role of Business Developer, lead the solution development effort, manage negotiations with the customer & the customer’s advisors, define contract terms & conditions and manage the internal company SOAR governance process to secure final approval for the deal.
On larger deals the Engagement Manager takes over from the Business Developer (or Client Manager in the case of new business from existing account) to lead a team of Pursuit experts who assess client needs, fashion a solution, price a contract, secure internal company approvals and finally client agreement.
The role normally ends when the deal is won and can be seamlessly turned over to Delivery Transition and Client Management.
The Engagement job family ranges from being accountable for specific components of the Pursuit life-cycle to full accountability for the complete life-cycle.
Its scope ranges from small deals / contract re-negotiations in a single country with a local company to large, complex, global deals with Fortune 100 clients.
The foundation competency is program / project management coupled with contract negotiation & client relationship skills.
The role assists Business Development in the qualification, risk assessment of potential opportunities. The Engagement Manager is accountable for assembling a team of expert resources to pursue the opportunity to successful win.
The role conducts negotiations at high level of the customer organization, on such complex outsourcing issues like business case development, asset acquisition, human resource transfer and financial topics.
It manages the engagement plan development & proposal-writing process and relationships with client 3rd party consultants who influence the industry and the client.
The Individual Contributor part of the Engagement Family provides specialized support services to the overall Engagement.
Those services can impact one or several of the typical Engagement life-cycle components such as Proposal development / response, solution and pricing coordination, general project mgmt of the various Deal Project Plan elements, bid assurance / risk assessment, contract statement of work, and Transition plan initiation.
Education and Experience Required :
Knowledge and Skills :
HPE is an equal opportunity employer / Female / Minority / Individual with Disabilities / Protected Veteran Status