We Believe in Better!

We are a global information technology company that builds high-performance, security-centric solutions that can help change the world. Enhancing people's lives through secure, reliable advanced technology is our vision.

At Unisys, we believe in better! Here, you have the opportunity to learn new skills, apply your expertise, and solve complex problems with cutting edge technologies and solutions. You are part of a global diverse team that supports you, drives change, and delivers successful results consistently.

Our associates are at the forefront of everything we do, driving our clients' successes while giving back to communities and making this world a safer and more secure place to live and work. Our success is a direct result of the work of our people who live and breathe our .Simply put, we believe in better lives. Join us!

Learn more about Unisys and our key solution offerings: , , ,

What success looks like in this role:

The Manager of Business Development will lead and manage pursuit teams to drive mid-to-large scale regionally based and/or strategic opportunities with potential clients and current customers that solve specific business issues. A strong perspective on disruptive technologies in the security (micro-segmentation, firewalls, exposure to security operations center) and managed security space is critical. They oversee business development initiatives and guide them from the opportunity lead phase through the contract phase. Specific responsibilities include developing pursuit strategies and win themes to address client's business outcomes, honing proposal and pitch materials, and maintaining communications with prospective clients. An ability to multi-task and prioritize is critical to the success of this role, as is the ability to establish relationships with senior level clients.

Key Responsibilities

Lead and drive ("the quarterback') large Managed Services mid-to-large deals/strategic pursuits in the range of $10M to $50M (USD) through lifecycle utilizing standard pursuit process end to end (qualification, pursuit, solution development and due diligence from proposal creation through presentation and closure) to create winning proposals.
* Develop pursuit strategy and win theme in collaboration with the deal team for the opportunity that focuses on business outcomes for the customer addressing their specific business needs and technology issues.
* Staffs and leads a highly diverse team in the development and creation of the technical, financial and commercial framework for business pursuits to capture opportunities resulting in a clear, concise proposal that addresses client's key challenges and demonstrates our understanding of their issues with a clear focus on Unisys as the business partner to solve them.
* Directs the engagement team resources from proposal generation, through solution development and contract closing ensuring roles and assignments are clearly understood and objectives are met to meet the defined timeline.
* Oversees and develops work statements, scope/priority definitions and the creation and monitoring of Pre-Sales budgets as needed for the pursuit.
* Tracks and reconciles any changes in solution/scope and pricing throughout the Contracting phase.
* Acts as point of contact to client and/or third party advisor management. Provides consultative sales support by integrating and identifying compelling value propositions, Total Cost of Ownership (TCO) and service/technology benefits to the client. Constructs the value proposition, business case, negotiation, pricing, and terms/conditions for business pursuits and is the primary interface to the client.
* Works closely with Sales to identify and develop opportunities based on a predefined consultative sales methodology/approach and tools. Utilizes Unisys processes and methodology to facilitate proposal efforts and supports sales calls ensuring products/services meet client needs and specifications and presents the overall solution to the deal review board. Translates customer requirements into Unisys solutions and facilitates discussions regarding pursuit-related decisions and direction at the executive level.
* Maintains grade and quality of proposal deliverables within defined and agreed upon proposal requirements. Identifies and resolves matters of significance affecting the productivity of multiple mid-to-large and complex pursuit programs and implements risk mitigation solutions as appropriate.
* Ensure a successful handoff from sales to delivery coordinating with Transition Management during the transition phase for all transition-related actions beginning with the staffing of the transition team and ending with the handover to operations.
* Gathers, analyzes and documents feedback from the client on pursuit results to identify improvements for future programs. Identifies and determines implications of pursuit parameters and redefines, redesigns or revises as appropriate.

You will be successful in this role if you have:

Key Qualifications

• Requires undergraduate degree in business, finance, or marketing with a minimum 10 years of client-facing/sales experience with Technology and/or large managed services deals
• Experience with disruptive technologies in the security (micro-segmentation, firewalls, exposure to security operations center) and managed security space is critical

* Demonstrates leadership and experience in leading highly diversified teams in matrix environment
* Winning attitude and drive
* Ability to comprehensively understand client business goals and strategic imperatives and translate into winning solutions
* Capability and experience to direct the pursuit team in developing deliverables, to include appropriate messaging for proposals and other client required materials reflecting the client's needs.
* Ability to actively manage relationships at all levels with prospective clients from the initial conversation through the close.
* Excellent written, verbal and presentation skills.
* Management and leadership experience.