Job Description

In this Role, Your Responsibilities Will Be:

Pursuit Strategy & Execution

• Lead a customer centric team of resilient high performers who are technically savvy knowledgeable of the Capital Project Pursuit Sales process
• Identify, qualify, and advance strategic capital project opportunities from early discovery through contract award while maintaining an accurate long-range pipeline.
• Develop and execute structured pursuit strategies in collaboration with Sales, Solutions Architects, and Proposals teams.
• Establish stakeholder relationship maps for key End Users, EPCs, and decision makers, ensuring coordinated engagement plans.
• Facilitate pursuit governance, ensuring clear roles, milestones, and decision checkpoints across complex pursuits.

Organizational Leadership

• Build, lead, coach, and develop a high-performing pursuit organization consisting of Project Discovery Analysts and Project Pursuit Specialists.
• Drive performance management, capability development, and continuous skill growth within the pursuit team.
• Foster a customer-centric culture focused on disciplined execution and value creation.

Cross-Functional Orchestration

• Enable early technical engagement by coordinating Solutions Architects to influence specifications and position Measurement Solutions technologies.
• Partner with Proposals Leadership on bid strategies, risk assessments, and commercial alignment.
• Coordinate with Global Centers of Excellence (Pune, Cluj, Singapore) to support pursuit development across engineering, project management, fabrication, and supply chain.

Operational Discipline

• Ensure disciplined use of CRM, pipeline management tools, and pursuit governance processes.
• Monitor pipeline health, pursuit progress, and conversion metrics to drive continuous improvement.
• Ensure compliance with internal governance, approval thresholds, and commercial processes.
• Protect and strengthen long-term customer relationships
• Maintain productive and transparent internal collaboration
• Ensure compliance with pursuit governance and approval thresholds
• Record all customer interactions and pursuit updates in CRM

Metrics & KPIs

• Pipeline velocity and stage conversion rates
• Win rate and contribution margin adherence
• Forecast accuracy
• Throughput and pursuit cycle time
• Early engagement rate (Pre-FEED / FEED influence)

Post-PO expansion and upselling success