Strategic Pursuits - Account Manager

Job Title

Strategic Pursuits - Account Manager

Job Description Summary

Job Description

Role Purpose:

Support the implementation and operationalization of Cushman & Wakefield’s Strategic Pursuit Program within the APAC Sales Enablement team. This role plays a key part in enhancing the firm’s sales approach by applying structured frameworks, coordinating cross-functional teams, and ensuring consistent execution across strategic pursuits. The Associate Director contributes to pursuit maturity, client engagement, and operational excellence across priority accounts.

• Support the shift toward strategic, insight-led selling by applying structured methodologies that prioritize long-term client value. Assist in embedding best practices and coordinating cross-functional teams to ensure smooth delivery of pursuit activities.
• Implement and operationalize Strategic Pursuit frameworks, tools, and processes across service lines and geographies. Ensure consistent application while adapting approaches to meet market-specific needs and client contexts. Provide tactical support to teams in applying these tools effectively.
• Manage components of the Strategic Pursuit Program, including translating market intelligence into actionable insights, coordinating pursuit activities, and supporting the development of client-centric strategies. Facilitate pursuit team mobilization and ensure timely, high-quality delivery of pursuit plans and engagement materials.
• Contribute to pursuit strategy efforts by providing tactical guidance and support to country and service line teams. Promote consistent methodology adoption and assist in building pursuit maturity through hands-on collaboration.
• Collaborate with Marketing, Research, and Client Intelligence teams to integrate insights into client engagement strategies. Help track campaign performance and contribute to reporting on pursuit effectiveness and ROI.

Key Responsibilities:

• Support the development of Strategic Pursuit frameworks and methodologies, contributing ideas and feedback to improve structure, usability, and impact across markets and service lines.
• Manage portions of the Strategic Pursuit pipeline, including identifying potential strategic clients, conducting foundational research, and assisting in the development of pursuit strategies. Coordinate cross-functional teams to support execution.
• Manage day-to-day pursuit execution activities, including team mobilization, kick-off coordination, and tracking of actions and engagement to maintain momentum and ensure progress.
• Maintain and update Pursuit Plans on shared platforms, ensuring they reflect current intelligence and are actively used by relevant teams.
• Conduct client research using external and internal data sources, including business structure, financials, strategic priorities, and market opportunities, to support the creation of Strategic Account Pursuit Plans.
• Perform opportunity analysis and stakeholder mapping, identifying whitespace, growth levers, and key decision-makers to inform engagement strategies.
• Maintain and update strategic relationship matrices, mapping client stakeholders to internal contacts to support targeted engagement and influence.
• Coordinate with internal stakeholders across departments to ensure alignment and support for pursuit strategies, facilitating communication and collaboration.
• Contribute to engagement strategy development in partnership with Marketing, Research, and Client Intelligence teams, helping align stakeholders around a unified value proposition.
• Support the creation of tailored client engagement plans, ensuring they reflect strategic priorities and integrated service offerings.
• Assist in tracking marketing and pursuit activities, contributing to the measurement of campaign effectiveness and ROI.

Knowledge & Experience:

• 5–8 years of progressive experience in sales strategy, program management, stakeholder engagement, and business development, ideally within complex or matrixed organizations. Experience should demonstrate increasing levels of responsibility and impact.
• Proven ability to support and contribute to change initiatives, including process improvements and the adoption of new sales methodologies. Comfortable navigating ambiguity and working collaboratively to implement new ways of working.
• Exposure to multi-market or cross-functional environments, with a solid understanding of how to align local execution with broader regional or enterprise-level strategies.
• Strong interpersonal, communication, and influencing skills, with the ability to build relationships across teams and support pursuit efforts through coaching, collaboration, and stakeholder engagement.
• Hands-on experience in sales enablement, pursuit management, or strategic business development, with a track record of translating market intelligence and client insights into actionable plans that support growth and client retention.
• Analytical mindset with experience in client research, opportunity analysis, and strategic planning, including the use of data to inform decision-making and engagement strategies.
• Bachelor’s degree in Business Administration, Marketing, Real Estate, or a related field. A postgraduate qualification such as an MBA is advantageous but not essential.

INCO: “Cushman & Wakefield”