Expert, Lighthouse Projects

ROLE OBJECTIVE Expert, Lighthouse Projects is responsible for identifying, pursuing, and closing complex, high-impact client opportunities that drive transformational growth for the company. This role focuses on large, multi-stakeholder “lighthouse deals” and strategic partnerships across key sectors, requiring deep market insight, executive engagement, and cross-functional orchestration from opportunity identification to delivery handover.The incumbent acts as the pursuit leader — shaping deal strategy, coordinating solution design, and ensuring alignment between internal stakeholders, clients, and partners to achieve strong win rates and maximize deal value.RESPONSIBILITIESStrategic Pursuit LeadershipIdentify and lead pursuit of complex, high-impact opportunities across strategic accounts and priority verticals.Develop and execute pursuit strategies aligned to the organization’s growth priorities.Manage the end-to-end pursuit lifecycle — from qualification and stakeholder mapping to bid governance, pricing, negotiation, and closure.Cross-functional Solutioning and GovernanceOrchestrate collaboration across presales, delivery, legal, and finance teams to design winning solutions and commercial models.Govern opportunity qualification (e.g., gate reviews, RFP strategy, price-to-win, risk assessment).Ensure adherence to the pursuit governance and deal approval frameworks.Client & Partner EngagementBuild strong executive-level relationships with clients, partners, and ecosystem stakeholders.Act as the trusted advisor to C-level client executives — shaping business outcomes rather than selling products.Drive co-selling and partnership-led opportunities to expand strategic deal coverage.Market and Growth StrategyConduct account and sector research to identify market white spaces and new opportunity areas.Contribute to strategic planning through insights on competitive positioning, client trends, and emerging technologies.Develop account pursuit playbooks and repeatable frameworks for large deal management.Knowledge Management and EnablementInstitutionalize learnings from each pursuit, maintaining pursuit win/loss analyses.Mentor junior pursuit leads and account managers on large deal governance and client engagement best practices.ROLE SPECIFICATIONS Qualification Bachelor’s degree in Business, IT, Engineering, or equivalent; Master’s degree (MBA) preferred.CertificationAPMP Practitioner / Strategic Sales or Solution Selling certifications preferred.Experience8–10 years of experience in enterprise sales, strategic pursuits, or business development within IT, system integration, or cloud services sectors.Proven track record of leading and closing multimillion-dollar (lighthouse) deals across public or large enterprise clients.SkillsStrong strategic selling, negotiation, and deal-structuring expertise.Excellent executive communication and presentation skills.Deep understanding of ICT, managed services, and digital transformation solutions.Ability to influence senior stakeholders internally and externally.High analytical and commercial acumen with proven pursuit of governance capability.