Director - Proposal & Pursuit Lead

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Director - Proposal & Pursuit Lead

Category: Leadership and Management Roles

Main location: United States, California, Sacramento

Position ID: J0926-1245

Employment Type: Full Time

U.S. - Technology as a force for good

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Position Description:

Lead Strategic Pursuits That Drive CGI's Growth

CGI is seeking an experienced Director - Proposal & Pursuit Lead to lead complex, strategic proposal and pursuit efforts supporting CGI's 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.

Your future duties and responsibilities:

How you''ll make an impact

Lead the End-to-End Proposal and Pursuit Process

• 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.

Drive Proposal Compliance, Quality, and Submission Readiness

• 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.

Shape Pursuit Strategy and Competitive Positioning

• 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.

Coordinate Solution, Pricing, Legal, Staffing, and Risk Workstreams

• 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.

Lead Color Reviews and Proposal Recovery

• 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 Executive Governance and Decision-Making

• 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.

Lead Post-Submission Activities

• 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.

Build and Strengthen the Pursuit Function

• Continuously improve CGI's 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.

Required qualifications to be successful in this role:

What you''ll bring

• Bachelor's 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 $140,300.00 $245,500.00.

CGI''s 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

Skills:

• Business Development
• Business Process Management
• Client management
• Proposal Writing
• Sales

What you can expect from us:

Together, as owners, let's turn meaningful insights into action.

Life at CGI is rooted in ownership, teamwork, respect and belonging. Here, you'll 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. That's why we call ourselves CGI Partners rather than employees. We benefit from our collective success and actively shape our company's strategy and direction.

Your work creates value. You'll 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.

You'll shape your career by joining a company built to grow and last. You'll 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 team-one 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 US_Employment_Compliance@cgi.com. 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.

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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 CGI's legal duty to furnish information.

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CGI is an Equal Opportunity Employer, to include disability and protected veteran status; we are committed to compliance with U.S. laws and regulations. Click here to access an overview of our U.S. Equal Employment Opportunity and Anti-Harassment Policy.

Applicants have rights under Federal Employment Laws:

• EPPA
• FMLA
• Know Your Rights: Workplace Discrimination is Illegal
• Pay Transparency Statement Policy

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 US_Employment_Compliance@cgi.com. 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.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.