Proximus SpearIT - Deal Manager
Brussels, Brussel, Belgium
Job type: fulltime
Job industry: I.T. & Communications
Within the Large Enterprise and Government Markets, the large IT deals/outsourcing opportunities have changed immensely in the last decade and continue to change at a tremendous pace. To lead and drive these transformational deals, establish the processes that govern them, and manage the impact they have on the wider organization, Proximus is looking for the right individual to take the role as Deal Shaper - Pursuit Lead Transformational deals.
As Deal Shaper / Pursuit Lead, you will independently own several of these large opportunities, with full accountability to drive them to conclusion. The role will focus on qualification, design of winning strategy, execution of the pursuit and approval all the way to signature as well as opportunity generation and development. You will report to the Head of Sales and work closely with the other significant stakeholders and delivery teams, as well as the product and solution teams across Proximus to help them align with market and customer expectations
Manage upfront qualification of Transformation Deals.
Design, own and execute the strategy for Transformational Deals including the development of the value proposition for the client as well as the shape, structure and approach of the pursuit.
Engage with client and Proximus internally on director, executive and board level leadership in shaping, developing, approving and closing the deal.
Engage all relevant PXS teams on the pursuit - including the delivery teams, solutioning, purchasing, finance, legal, risk, contracts, product management.
Define and build the appropriate winning ecosystem with partners, and be accountable for the right solutioning, service model, operational model, financial model and business model to close the deal.
Mobilize, lead and coach Transformational Deal pursuit teams and ecosystems, building and sustaining a collaborative mindset and team spirit to deliver a winning offer.
Together with your Pursuit Lead colleagues, own, adapt and improve the overall Transformational Deal process and approach, based on you capturing the learnings and other inputs from other deals.
Coaching other Proximus colleagues in performing/growing into this role.
Degree in Business, IT or related field
Experience in complex deals knowledge, client experience, delivery skills, risk management, sales skills
Excellent network on Director Level within Belgian IT and Public institutions, primarily within the Walloon and Brussels Region
Having direct large deal maker (>25mEUR) experience with proven success in primarily complex managed services, full IT Outsourcing solutions, CyberSecurity, application services and industry vertical solutions
Strong experience of commercial negotiation, business development and delivery (minimum 10 years of relevant experience)
Strategic agility to interface and successfully influence multiple C-level executives within the customer organization
Experience of working with board level stakeholders
French native speaker (mandatory)