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Lumen Senior Lead Acquisition Consultant in Indiana

About Lumen

Lumen is guided by our belief that humanity is at its best when technology advances the way we live and work. With 450,000 route fiber miles serving customers in more than 60 countries, we deliver the fastest, most secure global platform for applications and data to help businesses, government and communities deliver amazing experiences. Learn more about Lumen’s network, edge cloud, security and communication and collaboration solutions and our purpose to further human progress through technology at news.lumen.com, LinkedIn: /lumentechnologies, Twitter: @lumentechco, Facebook: /lumentechnologies, Instagram: @lumentechnologies and YouTube: /lumentechnologies.

The Role

Acquisition Enablement will transform the opportunity pursuit sales motion to standardized, intelligence-based methods that are supported by continuous improvement throughout the opportunity lifecycle, from deal intake through win/loss review.

This transformation is enabled by the Consultant’s role managing large opportunity intake process, leveraging and aggregating data from other opportunities, known resources across the organization and broader market landscape, delivering comprehensive intelligence throughout the opportunity lifecycle, through win/loss review, and development and distribution of relevant intelligence to sales teams for best practice/coaching/training. Acquisition Consultants own the process to qualify, validate, and approve investment and utilization of the right resources and methods, in pursuit of the right opportunities, and alignment of commissionable compensation with contribution to opportunity success, to drive scalable and profitable sales acquisitions.

The Main Responsibilities

  • Manage opportunity intake, qualification, and resource assignment process for all large/complex opportunities

  • Perform biweekly call to qualify new opportunities

  • Manage stakeholders through standardized deal review

  • Manage sign-off, bid/no-bid approvals, and resource assignments

  • Evaluate opportunity alignment to corporate goals and ability to execute

  • Ensure investment of resources pursuing the right opportunities

  • Validate winning, relevant, and executable rates, incentives, and terms throughout opportunity pursuit, including pre-submission

  • Validate compensation alignment to opportunity contribution

  • Assemble, consolidate, and develop intelligence that informs strategy and execution on large opportunity qualification/intake and pursuit, dim/dark targeting

  • Perform extensive research across multiple sources to analyze and deliver holistic intelligence briefings on accounts and opportunities

  • Proactively deliver intelligence on successes, relevant opportunities, and accounts to pursuit teams, Technology overlay teams, Customer Success, and GM markets

  • Identify historical and on-going successful commercial constructs for all proposals, products, and solutions relevant to large/complex opportunity pursuit

  • Inform Opportunity and overall Account strategies from acquired and developed intelligence

  • Distill corporate investment strategies (products, network expansion, etc.) into proactive, actionable market-specific intelligence

  • Facilitate continuous improvement, assumption refinement, and agility through establishment and management of new ecosystem feedback loops and opportunity lifecycle analyses

  • Perform win/loss analyses to determine causality, refine assumptions and strategies, and inform competitive analyses

  • Eliminate “reinventing the wheel” on each large opportunity by building and maintaining a relevant knowledgebase on customers, micro and macro market trends, pricing, terms, incentives, etc.

  • Develop opportunity lifecycle intelligence (all costs, procedures, terms, SLA, incentive structures) to share across company to leverage for greater success

  • Contribute to development of standardization and lifecycle management of complex costing models

  • Validate tracking and accuracy of pre-sale assumptions and projections (capital, operational, financial, etc.) throughout post-sale execution to ensure positive outcomes and increased accuracy of inputs for future opportunities

  • Create opportunity summaries on key wins to be shared across company, whitepapers to enable intelligence sharing

  • Seek out siloed/stranded data in the organization to incorporate into holistic intelligence

  • Establish and maintain ecosystem interfaces that facilitate feedback into continuous improvement process

What We Look For in a Candidate

  • Bachelor's degree or equivalent required; MS/MBA strongly preferred

  • 8+ years of relevant analytical experience, distilling disparate data sources into actionable intelligence required

  • Excellent written and oral communication skills

  • Ability to present and communicate complex concepts in simple terms

  • Self-motivated, pro-active, results-oriented professional

  • Attention to detail with good organizational and time management abilities

  • Ability to work effectively in highly collaborative and cross-functional teams

  • Telecommunications and Technology experience required

  • Strategic planning, account management and contract negotiations skills required

  • Financial/Business analysis experience required

Requisition #: 235017

When applying for a position, you may be subject to a background screen (criminal records check, motor vehicle report, and/or drug screen), depending on the requirements for the position. Job-related concerns noted in the background screen may disqualify you from the new position or your current role. Background results will be evaluated on a case-by-case basis.

EEO Statement

We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

NOTE: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Disclaimer

The above job definition information has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Job duties and responsibilities are subject to change based on changing business needs and conditions.

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