Pursuit Management Lead

Job Summary

Pursuit Management Lead

Responsibilities

• Develop and operationalize a structured sales excellence framework across target accounts, pipeline creation, opportunity qualification, pursuit planning, proposal governance, deal reviews, and executive engagement
• Partner with account leaders to build account plans, identify white-space opportunities, qualify growth themes, and convert Providence capabilities into client-relevant value propositions
• Create reusable sales playbooks, qualification templates, proposal standards, executive messaging, pricing narratives, pursuit dashboards, and win-loss insights that improve sales productivity and conversion
• Work with solution, product, engineering, finance, legal, and delivery teams to shape compelling proposals, commercial constructs, statements of work, and client presentations
• Establish Providence as a credible growth partner by bringing market insight, healthcare industry understanding, client-specific value narratives, and thought leadership into sales conversations
• Lead client-facing discovery sessions, executive briefings, pursuit reviews, and solutioning discussions that convert client needs into qualified opportunities and actionable sales plans
• Guide pursuit teams on sales strategy, value proposition development, stakeholder mapping, competitive positioning, pricing strategy, proposal quality, and deal progression
• Drive disciplined pipeline management, forecast visibility, CRM hygiene, sales cadence, account governance, and performance reporting across the external services portfolio
• Ensure security, privacy and compliance policies are well adhered to across the teams
• Measure and communicate sales impact through outcomes such as qualified pipeline, proposal conversion, win rate, sales cycle velocity, revenue growth, client expansion, and margin quality
• Track market trends, competitor positioning, partner offerings, and buyer priorities to identify new growth opportunities and sharpen Providence's commercial differentiation

Qualifications and Experience

• Bachelor's in Engineering / MBA
• 12 plus years of experience in sales excellence, sales operations, business development, account growth, technology services, healthcare services, or consulting-led commercial roles
• Strong industry presence, with representation and recognition across healthcare, technology, sales, business development, or client leadership forums, including publications, panels, conferences, or advisory networks
• Preferred certifications include Strategic/Consultative Selling, Salesforce or CRM certifications, or relevant healthcare business certifications
• Proven ability to lead client conversations, build executive trust, qualify opportunities, shape differentiated proposals, and convert business problems into commercially viable solutions
• Experience in incubating, creating and successfully executing strategic plans with an ability to interact, influence and communicate at all levels of an organization
• Strong understanding of sales methodologies, account planning, stakeholder mapping, CRM discipline, pipeline governance, forecasting, proposal development, pricing constructs, negotiation, and executive presentations
• Strong communicator with executive presence, high emotional intelligence, commercial judgment, and the ability to simplify complex technology and operating models into clear client value propositions

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