Director – Proposal & Pursuit Lead
Job Location:
Sacramento, CA - USA
Yearly Salary:
Posted:
Application Deadline:
Vacancies:
Job Summary
Lead Strategic Pursuits That Drive CGIs Growth
CGI is seeking an experienced Director Proposal & Pursuit Lead to lead complex strategic proposal and pursuit efforts supporting CGIs growth objectives. This is a senior hands-on leadership role for an accomplished proposal and pursuit professional who can operate strategically with executives while remaining actively engaged in proposal development and execution.
In this role you will own the pursuit and proposal process from early qualification and strategy through RFP response submission Best and Final Offer (BAFO) oral presentations negotiations and transition to delivery. You will establish the operating rhythm compliance discipline schedules review processes and accountability needed to deliver compelling compliant and high-quality proposals.
You will partner with Opportunity Pursuit Leaders account leaders solution architects pricing and finance teams legal HR delivery leaders government relations partners and executives to develop differentiated and evaluator-focused responses for strategic commercial and public sector opportunities.
This is not a proposal coordination role. The successful candidate will be a strategic pursuit leader proposal operator and process owner who is comfortable personally writing editing reviewing resolving blockers driving compliance and protecting critical deadlines when needed.
You will also lead and mentor a team of proposal and pursuit support professionals while helping CGI continuously strengthen its pursuit and proposal capabilities.
Location: This position is based in our CGI Sacramento CA office and requires four days per week onsite. Tuesday Wednesday and Thursday are required in-office days with flexibility on the fourth onsite day.
Lead complex pursuits from qualification and mobilization through RFP response submission BAFO oral presentations negotiation support closeout and Sales-to-Delivery handoff.
Establish and manage pursuit governance proposal cadence milestones workplans ownership decision logs risk and issue tracking and executive reporting.
Create disciplined pursuit operating rhythms including kickoffs stand-ups status reviews leadership checkpoints color reviews and executive readiness reviews.
Establish and maintain pursuit tools and trackers including proposal calendars Proposal Response Matrices (PRMs) compliance matrices decision and risk logs addenda trackers and submission checklists.
Own RFP intake and analysis including solicitation document control RFP reviews addenda tracking bidder communications conferences and question management.
Translate procurement requirements into clear response plans compliance matrices writer assignments review plans and production schedules.
Identify mandatory requirements and potential disqualification risks including forms signatures bonds insurance certifications page limits file requirements submission instructions redactions and addenda acknowledgments.
Establish proposal templates response shells qualification matrices resume templates graphics logs and corporate qualification trackers early in the pursuit.
Lead final compliance audits production checks approvals submission readiness receipt confirmation and proposal archiving.
Challenge proposal content to ensure responses are persuasive client-centered cohesive compliant and supported by relevant proof points.
Ensure executive summaries technical and management approaches staffing plans qualifications resumes references and pricing narratives communicate one integrated story.
Coach writers and reviewers on responding directly to requirements incorporating win themes substantiating claims and clearly communicating client value.
Personally write edit reframe or recover proposal content when necessary to protect quality and schedule.
Partner with Opportunity Pursuit Leaders and account leadership to translate client priorities evaluation criteria buyer values competitive intelligence and price-to-win considerations into an actionable pursuit strategy.
Facilitate development of win themes differentiators proof points competitive positioning Black Hat sessions stakeholder strategies and evaluation/scoring approaches.
Help pursuit teams connect solution capabilities and CGI differentiators to measurable client outcomes.
Partner with Solution Leaders to align proposal requirements with the solution work breakdown structure level of effort implementation approach architecture assumptions dependencies and risks.
Coordinate with Pricing and Finance to align cost models price-to-win strategy financial inputs and executive approvals with proposal commitments.
Work with Legal and Contracts to manage terms and conditions exceptions confidentiality requirements teaming agreements subcontracts and other contractual considerations.
Coordinate with HR Delivery and pursuit leadership to develop staffing strategies qualification matrices resumes certifications and corporate qualification evidence.
Track solution pricing legal finance staffing delivery privacy security cloud and third-party reviews to ensure requirements and risks are addressed before submission.
Establish and manage the proposal review process including Pink Red Gold executive and final compliance reviews.
Prepare review packages brief reviewers facilitate review sessions capture feedback prioritize recovery actions assign ownership and drive closure.
Ensure proposal maturity progresses appropriately from strategic direction at Pink to substantive completeness at Red executive readiness at Gold and final compliance at submission.
Manage review feedback to improve proposal quality without creating unnecessary churn duplication or conflicting direction.
Support Opportunity Pursuit Leaders in preparing executive approval materials pursuit updates Step Review inputs and management decision packages.
Ensure executive materials accurately reflect pursuit status solution positioning pricing posture compliance and delivery risks legal considerations staffing gaps assumptions and outstanding decisions.
Track approval conditions and ensure required actions are completed before submission or client presentations.
Surface risks early and facilitate timely decisions under demanding deadlines.
Manage clarifications BAFO responses oral presentations demonstrations competitive interviews and negotiation support materials.
Develop presentation storylines slides scripts evaluator-focused messaging dry-run schedules and coaching plans.
Ensure post-submission responses remain consistent with the original proposal pricing strategy legal position and delivery commitments.
Maintain final proposal BAFO oral/demo approval and closeout materials for effective
Sales-to-Delivery transition.
Continuously improve CGIs proposal and pursuit capabilities by refining templates schedules checklists review processes compliance tools writer guidance and reusable content.
Capture lessons learned evaluator feedback win/loss insights and reusable assets following major pursuits.
Mentor Proposal Managers Pursuit Support professionals writers reviewers subject matter experts and emerging pursuit leaders.
Foster a culture of accountability quality compliance responsiveness and strategic thinking across pursuit teams.
Bachelors degree in Business Communications Marketing English Public Administration Information Technology or a related discipline or equivalent relevant experience.
Minimum of 10 years of experience in proposal management pursuit management capture management business development or related roles within technology consulting systems integration public sector or professional services environments.
Demonstrated experience leading large complex strategic proposals or pursuits involving multiple workstreams stakeholders solution components partners pricing models legal considerations and executive decision-makers.
Strong understanding of state and local government procurement including RFP structures evaluation criteria mandatory requirements administrative documentation compliance risks and submission requirements.
Proven ability to own both pursuit strategy/process and hands-on proposal execution including compliance matrices proposal schedules PRMs writing plans writer coordination color reviews production and submission.
Exceptional writing editing facilitation communication and executive presentation skills.
Ability to translate technical delivery legal pricing and staffing inputs into clear compelling evaluator-focused proposal content.
Demonstrated success leading cross-functional teams in matrixed environments and driving accountability among senior stakeholders SMEs writers reviewers and support resources.
Strong ability to identify compliance risks schedule risks content gaps staffing concerns and unresolved decisions early enough to take corrective action.
Strong project management discipline including management of schedules dependencies priorities risks actions and decisions.
Executive presence and sound judgment with the ability to challenge assumptions escalate appropriately and facilitate decisions under tight deadlines.
Hands-on proficiency with Microsoft Office Teams SharePoint Excel-based trackers proposal repositories PDF tools and proposal collaboration platforms.
Willingness to remain hands-on during critical pursuit periods including writing editing formatting compliance reviews production and submission support.
Desired Qualifications
Experience leading California state government technology consulting systems integration managed services modernization cloud ERP data Salesforce MuleSoft cybersecurity or business transformation pursuits.
Familiarity with Shipley APMP or comparable capture and proposal management methodologies.
APMP certification or a similar proposal capture or business development credential.
Experience managing and mentoring Proposal Managers Pursuit Support professionals writers and other proposal contributors.
Experience supporting oral presentations demonstrations competitive interviews BAFO responses and executive coaching.
Experience managing RFPs involving complex administrative compliance requirements including resumes staff and bidder qualification matrices references certifications degrees insurance bonds subcontractors and partner documentation.
Experience partnering with pricing and finance legal and contracts HR delivery leadership solution architects security/privacy teams and executive approvers.
Ability to use AI-enabled tools responsibly to accelerate RFP analysis compliance reviews outline development content analysis and proposal quality assurance while maintaining appropriate human oversight confidentiality and judgment.
Other Information:
CGI is required by law in some jurisdictions to include a reasonable estimate of the compensation range for this role. The determination of this range includes various factors not limited to skill set level experience relevant training and licensure and certifications. To support the ability to reward for merit based performance CGI typically does not hire individuals at or near the top of the range for their role. Compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range for this role in the U.S. is $140300.00 $245500.00.
CGIs benefits are offered to eligible professionals on their first day of employment to include:
. Competitive compensation
. Comprehensive insurance options
. Matching contributions through the 401(k) plan and the share purchase plan
. Paid time off for vacation holidays and sick time
. Paid parental leave
.Learning opportunities and tuition assistance
. Wellness and Well being programs
#LI-RS2
- Business Development
- Business Process Management
- Client management
- Proposal Writing
- Sales
Together as owners lets turn meaningful insights into action.
Life at CGI is rooted in ownership teamwork respect and belonging. Here youll reach your full potential because
You are invited to be an owner from day 1 as we work together to bring our Dream to life. Thats why we call ourselves CGI Partners rather than employees. We benefit from our collective success and actively shape our companys strategy and direction.
Your work creates value. Youll develop innovative solutions and build relationships with teammates and clients while accessing global capabilities to scale your ideas embrace new opportunities and benefit from expansive industry and technology expertise.
Youll shape your career by joining a company built to grow and last. Youll be supported by leaders who care about your health and well-being and provide you with opportunities to deepen your skills and broaden your horizons.
Come join our teamone of the largest IT and business consulting services firms in the world.
Qualified applicants will receive consideration for employment without regard to their race ethnicity ancestry color sex religion creed age national origin citizenship status disability pregnancy medical condition military and veteran status marital status sexual orientation or perceived sexual orientation gender gender identity and gender expression familial status or responsibilities reproductive health decisions political affiliation genetic information height weight or any other legally protected status or characteristics to the extent required by applicable federal state and/or local laws where we do business.
CGI provides reasonable accommodations to qualified individuals with disabilities. If you need an accommodation to apply for a job in the U.S. please email the CGI U.S. Employment Compliance mailbox at . You will need to reference the Position ID of the position in which you are interested. Your message will be routed to the appropriate recruiter who will assist you. Please note this email address is only to be used for those individuals who need an accommodation to apply for a job. Emails for any other reason or those that do not include a Position ID will not be returned.
We make it easy to translate military experience and skills! Click here to be directed to our site that is dedicated to veterans and transitioning service members.
All CGI offers of employment in the U.S. are contingent upon the ability to successfully complete a background investigation. Background investigation components can vary dependent upon specific assignment and/or level of US government security clearance held. Dependent upon role and/or federal government security clearance requirements and in accordance with applicable laws some background investigations may include a credit check. CGI will consider for employment qualified applicants with arrests and conviction records in accordance with all local regulations and ordinances.
CGI will not discharge or in any other manner discriminate against employees or applicants because they have inquired about discussed or disclosed their own pay or the pay of another employee or applicant. However employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information unless the disclosure is (a) in response to a formal complaint or charge (b) in furtherance of an investigation proceeding hearing or action including an investigation conducted by the employer or (c) consistent with CGIs legal duty to furnish information.
Required Experience:
Director
About Company
The COMPANY is one of the few end-to-end consulting firms with the scale, reach, capabilities and commitment to meet clients’ enterprise digital transformation needs. Our 77,500 consultants and professionals work side-by-side with clients in 10 industries across more than 400 location ... View more
