Location
London

Hours
Full Time

Salary
Negotiable

About the Role
The team is recruiting for the role of Pursuit Lead, reporting directly to the Head of Pursuits - Sales Effectiveness. You will partner closely with EMEA regional leadership, sales leadership, and commercial teams to secure multi-million-pound consulting and technology new business and renewals. This critical role drives winning and profitable sales growth and high retention rates by leading assigned pursuits/opportunities across ICT’s full portfolio of offerings. You will manage several deals simultaneously, with turnaround times of 1 to 3 weeks from request to response. Additionally, you will coach and mentor individuals and teams to proactively engage with clients and prospects to identify opportunities to bid rather than waiting for inbound requests or RFPs.

The EMEA Sales Effectiveness Team (SET) is a centralised strategic resource aligned with ICT’s commercial strategy focusing on ambitious revenue growth, a high performing sales culture, and the shift from product to proposition selling. You will provide full end-to-end deal pursuit support and challenge across the opportunity lifecycle for assigned offensive and defensive business-critical bids. This includes identifying and coordinating all key inputs required to respond effectively, whether through RFI, RFP, or commercial lead generation.

You will actively participate in identifying the bid team, developing winning strategies, key messaging, executive summaries, and differentiated insights, challenging where necessary to create compelling, client-centric propositions. Managing inputs from various stakeholders and experts, you will drive pursuit strategies forward, ensuring clear communication, ownership, and timelines. You will oversee and contribute to the development of high-quality, compelling final response documents.

As a coach and mentor, you will support consultants in creating commercial value through early client engagement, opportunity qualification, win strategy development, storyboarding, and ongoing networking. You will ensure adherence to ICT’s global pursuit process, advocate best practices, and help free up time for commercially focused pitch team members to sell and create client value.

You will help improve win rates by participating in win/loss debriefs and sharing successes within the region to enable actionable lessons learned. Partnering with SET leadership, you will share best practices and content to support product management and marketing teams in developing key value propositions and campaign messaging. You will also update and contribute to the bid content resource centre to facilitate efficient self-service of key assets and best practices.

As a coach and mentor for defined client accounts, you will periodically check in to support account and team growth, help commercial teams uncover new opportunities to compete and bid, and guide on generating unique, differentiated, and winning value propositions.

Minimal travel is anticipated (approximately 5% of time) to EMEA offices for short trips aligned with active bid/pursuit requirements.

Experience
Proven success delivering structured, high-value, and complex bids from inception through to lessons learnt, preferably within the insurance sector or similar professional services selling consulting, technology, and analytical solutions. Experience managing complex, multi-workstream opportunities under pressure to tight deadlines.

A structured and professional approach to full end-to-end pursuit/bid management, potentially supported by project management, planning, or sales experience.

Comfortable influencing and developing compelling win strategies, coaching diverse teams towards differentiated and client-centric bid approaches, and demonstrating strong commercial awareness.

About you
Energetic and positive problem solver with comfort working under ambiguity and managing multiple competing deadlines.

Strong interpersonal skills with the ability to coach and mentor individuals and teams.

Willingness to travel occasionally within EMEA (approx. 5% of time).

Proactive in leveraging AI tools effectively within a Sales Effectiveness or pursuit environment.

Qualifications
Professional Bid Management certification (APMP or equivalent) with the ability to contribute to ongoing enhancement of bid governance and response strategy/process.

Excellent verbal, written, and presentation skills supported by strong analytical and problem-solving abilities, including translating complex technical information into clear, audience-appropriate messages.

High proficiency in Microsoft Office, especially Word and PowerPoint, for producing high-quality client-facing materials.