Black & Veatch
Distributed Networks Pursuit Lead
Black & Veatch, Washington, District Of Columbia, United States, 20001
Distributed Networks Pursuit Lead
Black & Veatch allows you to lend your talent and perspective to humanity's biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation; 401K match and benefits that start day 1. Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use. The Opportunity
Responsible for driving pursuit managers in the management (preparation, assembly and submittal) of TC&I proposals with a focus on the Distributed Networks Solution (BESS, Clean Transportation, Distributed Energy, and Private Networks). Proposals under management may range from small to large scope and generally have medium to high-risk profiles. Expected to manage a team of professionals with a portfolio of multiple proposals with differing revenue, contracting structures, complexities and schedules at a given time. Black & Veatch's Technology, Commercial & Industrial Sector is a specialized group of capabilities focused on the latest needs for clients in a fast-growth technology-led arena of advanced manufacturing, and generative AI computing including gigafactories, bio/ag tech, data centers and distributed infrastructure. By joining our market sector, you will have the opportunity to be involved in cutting-edge technology and work with a team that moves quickly with decisions and expectations. Professionals in Pursuit Manager roles have regular opportunities to interface with Segment, Solution and Operations leadership, while gaining exposure to all client types, delivery methods, contracting models and project risk profiles. Professionals in this role interface directly with Client Account Manager, Project Director and Project Manager, as equals, to develop the proposal execution strategy, schedule, assemble the proposal response team, and develop the project execution plan, value propositions and win strategy. Execution of this role is intended to prepare professionals for accelerated career growth with the skills and experiences required to lead complex services and EPC projects. Key Responsibilities
Lead a team of proposal managers with responsibilities from pursuit assignment to contract signing.
Manage team workload and proposal assignment activities.
Responsible for budget, schedule, and quality of all Distributed Networks solution pursuits.
Monitors and manages pursuit team expenditures to align with approved budgets.
Ensure Company Wide Authority Matrix (CWAM) compliance and adherence with proposal process procedures such as: Opportunity Process Procedure, Cost Reviews, Proposal Review Boards, among others.
Participate in Bid/No Bid or Screenings when requested by Proposal Leaders.
Collaborate with the client account manager and project management to develop and implement the proposal win strategy on key opportunities.
Participate in cost review and influences team to provide responses with competitive cost and value.
Determine which roles are required for pursuit team and identify professionals to support.
Drive collaboration between pursuit team members and other shareholders.
Ensure accountability across your team; meet deadlines and drive schedule to achieve delivery requirements.
Facilitate and lead risk determination / mitigation and leadership approval discussions. Supports negotiation and closure of deals. Drive review of Risk Register by Project Manager and Project Director, taking into consideration Solution and Client Segment perspective.
Facilitate discussion and actions to transition proposal basis information to the project execution team upon contract signature.
Drives and measures pursuit team successes in direct collaboration with Pursuit Leader and Sector / Solution leadership.
Manages and supervises the day to day, career development and progression of a team of solution pursuit managers. Manages and enforces the processes, best practices, and tools of the sales and pursuit teams to drive results.
Supports development of sector / solution NB capture strategies and budgets. Ensures team has appropriate quantity of pursuit managers and skillsets to support sector / solution NB strategies and budgets. Understands and monitors performance KPI's of business markets. Uses KPI's and knowledge of strategy to influence and drive strategy
aligned decision making for prioritization and selection of clients and projects to be pursued by the sector / solution.
Active implementation and sharing of proposal process improvements, lessons learned, cost reduction ideas, and analysis of market intelligence of competitors. Competencies
Ensures Accountability
holds self and others accountable to meet commitments
Drives Results
consistently achieve results, takes initiative and leads and motivates professionals
Effective communication
Excellent communications/human relations skills (written, verbal, client service) and able to interface with diverse personalities
Collaboration
Builds internal and external partnerships and works in collaboration with others to meet shared objectives
Decision Quality
Makes good and timely decisions to keep the team moving forward
Business Insight
applies (and gains) knowledge of the business and marketplace to advance BV goals
Understanding of financial metrics including PGM, revenue, and overhead costs (Business Acumen)
Commercial/business knowledge of contracts
Strong problem-solving skills (identify, analyze, research, evaluate, resolve)
Technology
Leverages industry leading tools to facilitate proposal creation and tracking (Including but not limited to: Salesforce, Microsoft Office Suite)
Flexibility
the ability to appropriately adapt to and mange quick changes in direction Preferred Qualifications
Bachelor's Degree in engineering preferred
Strong technical knowledge of industry including all types of distributed network and emerging technology scopes
Experience with public sector, private sector and utility clients
8+ years of engineering, project or proposal experience Minimum Qualifications
10+ years of engineering, project or proposal experience All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations. Work Environment/Physical Demands
Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments. Salary Plan
SAM: Sales
Job Grade
006
Black & Veatch allows you to lend your talent and perspective to humanity's biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation; 401K match and benefits that start day 1. Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use. The Opportunity
Responsible for driving pursuit managers in the management (preparation, assembly and submittal) of TC&I proposals with a focus on the Distributed Networks Solution (BESS, Clean Transportation, Distributed Energy, and Private Networks). Proposals under management may range from small to large scope and generally have medium to high-risk profiles. Expected to manage a team of professionals with a portfolio of multiple proposals with differing revenue, contracting structures, complexities and schedules at a given time. Black & Veatch's Technology, Commercial & Industrial Sector is a specialized group of capabilities focused on the latest needs for clients in a fast-growth technology-led arena of advanced manufacturing, and generative AI computing including gigafactories, bio/ag tech, data centers and distributed infrastructure. By joining our market sector, you will have the opportunity to be involved in cutting-edge technology and work with a team that moves quickly with decisions and expectations. Professionals in Pursuit Manager roles have regular opportunities to interface with Segment, Solution and Operations leadership, while gaining exposure to all client types, delivery methods, contracting models and project risk profiles. Professionals in this role interface directly with Client Account Manager, Project Director and Project Manager, as equals, to develop the proposal execution strategy, schedule, assemble the proposal response team, and develop the project execution plan, value propositions and win strategy. Execution of this role is intended to prepare professionals for accelerated career growth with the skills and experiences required to lead complex services and EPC projects. Key Responsibilities
Lead a team of proposal managers with responsibilities from pursuit assignment to contract signing.
Manage team workload and proposal assignment activities.
Responsible for budget, schedule, and quality of all Distributed Networks solution pursuits.
Monitors and manages pursuit team expenditures to align with approved budgets.
Ensure Company Wide Authority Matrix (CWAM) compliance and adherence with proposal process procedures such as: Opportunity Process Procedure, Cost Reviews, Proposal Review Boards, among others.
Participate in Bid/No Bid or Screenings when requested by Proposal Leaders.
Collaborate with the client account manager and project management to develop and implement the proposal win strategy on key opportunities.
Participate in cost review and influences team to provide responses with competitive cost and value.
Determine which roles are required for pursuit team and identify professionals to support.
Drive collaboration between pursuit team members and other shareholders.
Ensure accountability across your team; meet deadlines and drive schedule to achieve delivery requirements.
Facilitate and lead risk determination / mitigation and leadership approval discussions. Supports negotiation and closure of deals. Drive review of Risk Register by Project Manager and Project Director, taking into consideration Solution and Client Segment perspective.
Facilitate discussion and actions to transition proposal basis information to the project execution team upon contract signature.
Drives and measures pursuit team successes in direct collaboration with Pursuit Leader and Sector / Solution leadership.
Manages and supervises the day to day, career development and progression of a team of solution pursuit managers. Manages and enforces the processes, best practices, and tools of the sales and pursuit teams to drive results.
Supports development of sector / solution NB capture strategies and budgets. Ensures team has appropriate quantity of pursuit managers and skillsets to support sector / solution NB strategies and budgets. Understands and monitors performance KPI's of business markets. Uses KPI's and knowledge of strategy to influence and drive strategy
aligned decision making for prioritization and selection of clients and projects to be pursued by the sector / solution.
Active implementation and sharing of proposal process improvements, lessons learned, cost reduction ideas, and analysis of market intelligence of competitors. Competencies
Ensures Accountability
holds self and others accountable to meet commitments
Drives Results
consistently achieve results, takes initiative and leads and motivates professionals
Effective communication
Excellent communications/human relations skills (written, verbal, client service) and able to interface with diverse personalities
Collaboration
Builds internal and external partnerships and works in collaboration with others to meet shared objectives
Decision Quality
Makes good and timely decisions to keep the team moving forward
Business Insight
applies (and gains) knowledge of the business and marketplace to advance BV goals
Understanding of financial metrics including PGM, revenue, and overhead costs (Business Acumen)
Commercial/business knowledge of contracts
Strong problem-solving skills (identify, analyze, research, evaluate, resolve)
Technology
Leverages industry leading tools to facilitate proposal creation and tracking (Including but not limited to: Salesforce, Microsoft Office Suite)
Flexibility
the ability to appropriately adapt to and mange quick changes in direction Preferred Qualifications
Bachelor's Degree in engineering preferred
Strong technical knowledge of industry including all types of distributed network and emerging technology scopes
Experience with public sector, private sector and utility clients
8+ years of engineering, project or proposal experience Minimum Qualifications
10+ years of engineering, project or proposal experience All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations. Work Environment/Physical Demands
Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments. Salary Plan
SAM: Sales
Job Grade
006