Clients & Pursuits Director

JobSpace; Wellington; Hybrid; NZD 180,000 - 260,000; Full time

Benefits offered by this job

Flexible work arrangements

Subsidised professional qualifications

Subsidised health insurance

Income protection insurance

22 days annual leave

Social events and wellness-focus

Job summary

Deloitte NZ is seeking a Clients & Pursuits Director to lead a nationally critical capability that enables Partners to win, retain and grow our most important client relationships. The role balances coaching a 3 Bid Managers and 6 Client Account Managers with direct pursuit coaching for senior leaders on high-value opportunities.

The position is based in Auckland or Wellington, offering a hybrid work model, strong performance culture, and opportunities to shape market strategy and capability

Qualifications

• Significant experience in professional services or similar complex, matrixed corporate environment, with a strong track record in leading and winning major pursuits (at least 10-12 years).
• Advanced knowledge of sales and bid methodologies, with the ability to translate theory into practical, actionable coaching for senior leaders from bid qualification through to effective presentation coaching.
• Demonstrated empathetic but action-oriented people leadership capability, including leading, coaching and developing experienced practitioners and building sustainable team capability.

Responsibilities

• Act as a senior Pursuits Coach to Partners and pursuit teams on priority opportunities, shaping pursuit strategy, win themes, value propositions and positioning across the full sales lifecycle.
• Facilitating senior level pursuit strategy workshops with Partners to diagnose client needs, competitive dynamics and relationship strength, and to agree focused, disciplined win strategies.
• Bringing deep knowledge of sales and bid processes, methods and tools, together with hands on practical experience to lift pursuit quality, consistency and confidence across the firm.
• Working closely with senior stakeholders to continuously strengthen Deloitte's account management and pursuit methodologies, tools and standards.
• Embedding a disciplined approach to pipeline management, pursuit governance, win/loss reviews and insight generation to inform future market strategy and capability investment.
• Leading and developing a team of 3 Bid Managers and 6 Client Account Managers, setting clear expectations, building capability, and creating a high performance, inclusive culture focused on quality, impact and results.
• Providing regular coaching, feedback and career development for team members, including performance management, capability uplift and succession planning across the accounts and pursuits disciplines.

Skills

Professional services experience

Pursuits leadership

Sales methodologies

Coaching

Executive communication

Project leadership

Commercial acumen

Job description

Jora New Zealand will close on 9th September 2026. Thank you for being with us, we are cheering you on as you continue your career journey.

Join us. But be you. At Deloitte, you'll do more than just join something, you'll add something. You've found a place that values your curiosity, passion, and desire to work alongside brilliant people on the things that really matter. There really is only one question: What impact do YOU want to make?

The team you'll join: You'll join our Growth team in Auckland or Wellington as Clients & Pursuits Director. The team brings together account management and pursuit specialists who partner closely with our Partners to shape strategic client growth, win complex commercial pursuits and build long term client relationships. This is a national team with a strong culture of collaboration, high performance, and professional development, working across priority public and corporate clients and Deloitte's full-service portfolio.

Job Description

The impact you'll make: As the Clients & Pursuits Director you will lead a nationally critical capability that enables Deloitte Partners to win, retain and grow our most important client relationships. Your role is deliberately balanced, with approximately 50% of your time focused on leading, coaching and developing a team of experienced account and pursuits professionals, and 50% acting as a trusted Pursuits Coach to Partners on Deloitte's most complex and high value opportunities.

Your typical day might include:

• Acting as a senior Pursuits Coach to Partners and pursuit teams on priority opportunities, shaping pursuit strategy, win themes, value propositions and positioning across the full sales lifecycle.
• Facilitating senior level pursuit strategy workshops with Partners to diagnose client needs, competitive dynamics and relationship strength, and to agree focused, disciplined win strategies.
• Bringing deep knowledge of sales and bid processes, methods and tools, together with hands on practical experience to lift pursuit quality, consistency and confidence across the firm.
• Working closely with senior stakeholders to continuously strengthen Deloitte's account management and pursuit methodologies, tools and standards.
• Embedding a disciplined approach to pipeline management, pursuit governance, win/loss reviews and insight generation to inform future market strategy and capability investment.
• Leading and developing a team of 3 Bid Managers and 6 Client Account Managers, setting clear expectations, building capability, and creating a high performance, inclusive culture focused on quality, impact and results.
• Providing regular coaching, feedback and career development for team members, including performance management, capability uplift and succession planning across the accounts and pursuits disciplines.

Qualifications

Your expertise: Bring your deep experience in complex B2B sales, account leadership and competitive pursuits at a senior level, and see what impact you can make.

You'll also have:

• Significant experience in professional services or similar complex, matrixed corporate environment, with a strong track record in leading and winning major pursuits (at least 10-12 years).
• Advanced knowledge of sales and bid methodologies, with the ability to translate theory into practical, actionable coaching for senior leaders from bid qualification through to effective presentation coaching
• A proven track record in sales, business development, account management, project management or a related discipline
• Demonstrated empathetic but action-oriented people leadership capability, including leading, coaching and developing experienced practitioners and building sustainable team capability.
• Strong executive level communication, facilitation and influencing skills, with credibility and confidence when partnering with senior Partners and leaders.
• Sound commercial judgement, strong project leadership skills, and the ability to work across multiple high stakes priorities with discipline and clarity.

Additional Information

We are driven by our desire to create positive outcomes for our clients, communities, and people. Everything we do is with intent - the intent to make a meaningful difference.

Our shared values are at the heart of everything we do. Living these values, including 'taking care of each other' and 'fostering inclusion', is essential to ensuring everyone feels included at work and able to reach their full potential. For us to succeed and thrive as an organisation, we understand the importance of creating a culture where diverse perspectives matter and where everyone is given an equal opportunity to grow and develop.

We hold a simple belief – that our people's hard work should be recognised and rewarded beyond their remuneration. The Deloitte experience is founded on concepts of trust, balance, wellbeing and the importance of personal connection.

We offer you:

• Flexible work arrangements – work in a way that suits you, us and our clients best
• Subsidised professional qualifications and paid professional memberships
• Subsidised health insurance
• Income protection insurance
• 22 days annual leave
• Social events, social sports teams, and monthly firm drinks
• A focus on wellness and well-being
• A focus on the environment and sustainability
• Plus much more

We believe the strongest teams are made up of diverse individuals and we are proud to be an equal opportunities employer. We recognise that women and individuals from under-represented backgrounds may hesitate to apply if they don't meet all criteria.