Pursuit Marketing Specialist

About HCL Technologies

HCL Technologies is a next-generation global technology company that helps enterprises reimagine their businesses for the digital age. Our technology products and services are built on four decades of innovation, with a world-renowned management philosophy, a strong culture of invention and risk-taking, and a relentless focus on customer relationships. HCL also takes pride in its many diversity, social responsibility, sustainability, and education initiatives. Through its worldwide network of R&D facilities and co-innovation labs, global delivery capabilities, and over 211,000 ‘Ideapreneurs’ across 52 countries, HCL delivers holistic services across industry verticals to leading enterprises, including 250 of the Fortune 500 and 650 of the Global 2000.

The team

The Strategic Deal Marketing Team (SDMT) is responsible for partnering with Sales Team to support global, strategic, high value pursuits. The team is a vital part of the overall marketing team and works collaboratively with various teams within and outside marketing team – respective Business units Marketing Team, Corporate Marketing functions as well as Solution , Practice & Pre-sales team.

The charter of the team is to engage at multiple stages during the pursuit process and be responsible for developing a tailored marketing plan and communication strategy to articulate a compelling “why HCL Tech” proposition in all pursuit collaterals ultimately leading to improved win rates and growing revenue. One of the key charters is also to identify, co-develop and implement innovative approaches to pursuit management and drive adoption of these across the organization.

The role

You will bring new thinking, energy and enthusiasm alongside expertise in pursuit marketing to a team that’s contributing to pursuit excellence at HCL Technologies
• Leading the overall pursuit communications strategy right from identifying client challenges, developing strategic messaging and opportunity value propositions translating into a campaign and a bespoke marketing plan.
• Crafting and executing targeted, digital first deal pursuit campaigns to elevate and differentiate HCL Tech’s solutions and positively influence clients perception
• Designing opportunity-centric activities to influence wins across large transformation deals along with working with the most senior and influential stakeholders across the organization
• Building & nurturing relationships with senior stakeholders , other marketing and key interdependency groups across the organization and delivering work to give HCL Tech the edge to win in a competitive, crowded market.
• Lead CXO level walkthroughs at the Corporate Experience Center as well as other key visits which involve Strategic Deals as and when required
• Responsible for quality control of all client-facing materials during the pursuit and act as the knowledge steward for the pursuit
• Co-leading post pursuit analysis and review; making recommendations for process improvement and championing deal activation best-practice pursuit management tools and processes

Knowledge and Skills Requirements
• Overall work experience of 12-15 years with 5+ years of Pursuit Management experience

· As the job involves responding to client needs and varying time zones, flexi hours along with moderate travel required
• Understanding of business dynamics including brand, business functions, regions, cultural differences, industries etc.
• Desired level: Senior Manager and above
• Strong written and verbal communication skills, and an ability to interpret intel and clearly articulate creative ideas & opinions across diverse, cross-cultural teams
• Effective organizational and project management skills
• Strategic, commercial oriented thinker and strong people management skills
• Demonstrated ability to prioritize activities, be solution-oriented and stay focused in a dynamic, ever-changing environment
• Influence / challenge the account team to optimize the chances of winning
• Supervision Responsibilities
• Work with considerable autonomy while often managing the work of others
• Provide coaching and mentoring to others including supporting the onboarding and training of new hires in Strategic Deal Marketing Team
• Oversee the work of the pursuit support team, including third-party resources (e.g. external translation services, fabrication etc.)

· Good understanding of Business Development and Pursuit Management
• Proven ability to influence and build collaborative relationships with a wide range of stakeholders