Clients & Pursuits Director

About Deloitte

At Deloitte, you are invited to bring your unique passion, curiosity, and expertise to collaborate with outstanding professionals on meaningful projects. We encourage you to consider the impact you want to make.

Team Overview

As a member of Deloitte’s Growth team located in Auckland or Wellington, you will work nationally within a collaborative and high-achieving culture. This team combines pursuit and account management experts who partner with Deloitte’s senior leadership to drive strategic client expansion, successfully secure complex commercial deals, and sustain enduring client partnerships across public and corporate sectors.

Role Summary

The Clients & Pursuits Director plays a pivotal national role supporting Deloitte Partners in winning, retaining, and expanding key client relationships. Approximately half of your time will be dedicated to leading, mentoring, and developing a skilled team of account and pursuit specialists, while the other half involves hands-on coaching of Partners on high-value and challenging pursuits.

Key Responsibilities

• Serve as senior Pursuits Coach to Partners and teams, guiding pursuit strategy, win themes, and value proposition development throughout the sales journey.
• Conduct high-level workshops with Partners to analyze client needs, competitive environment, and relationship dynamics, crafting focused and effective win strategies.
• Leverage extensive expertise in sales and bid processes, applying practical experience to enhance pursuit quality, consistency, and confidence firm-wide.
• Partner with senior stakeholders to continually evolve account management and pursuit methodologies, tools, and standards.
• Implement disciplined pipeline management, governance, and win/loss analysis to drive strategic insights and inform future market approaches.
• Lead and nurture a team of three Bid Managers and six Client Account Managers, establishing clear expectations and fostering a high-performance, inclusive culture centered on impact and results.
• Provide consistent coaching, feedback, performance management, capability development, and succession planning to advance team effectiveness and sustainability.

Qualifications & Experience

• At least 10 to 12 years’ senior-level experience in complex B2B sales, account leadership, or competitive pursuits within professional services or similarly complex, matrixed corporate environments.
• Advanced mastery of sales methodologies and bid processes, with proven ability to convert theoretical frameworks into actionable coaching for senior executives from bid qualification through presentation coaching.
• Demonstrated success in sales, business development, account management, project management, or related roles.
• Strong leadership skills emphasizing empathetic yet results-driven team development and building sustainable account and pursuits capabilities.
• Excellent communication, facilitation, and influencing skills enabling effective collaboration with Partners and senior leadership.
• Sound commercial acumen and project leadership, effectively balancing multiple critical priorities with clarity and discipline.

Additional Information

Deloitte is committed to making a meaningful difference for clients, communities, and its people through purposeful work. Our inclusive culture embraces diverse perspectives and equal opportunity for professional growth, focusing on values such as caring for each other and fostering inclusivity.

Benefits and Rewards

• Flexible working arrangements tailored to individuals, the firm, and clients.
• Subsidized professional qualifications and paid memberships.
• Health and income protection insurance subsidies.
• 22 days of annual leave.
• Engagement through social events, sports teams, and monthly gatherings.
• Wellness and wellbeing initiatives.
• Community volunteer opportunities.
• Commitment to environmental sustainability.

Diversity and Inclusion

We are proud to be an equal opportunity employer encouraging applications from diverse individuals, including women and underrepresented groups. We welcome all passionate candidates even if they don’t meet every qualification or experience requirement.