The impact you will have:The Principal Proposal Manager is an enterprise pursuit leader who owns the strategy and execution of the organization's most complex, high-value opportunities. From qualification and capture planning through proposal submission, negotiation support and lessons learned, this role directs cross-functional pursuit teams to produce differentiated, commercially sound proposals that strengthen win probability, protect margin and advance the strategic plan.
The Principal Proposal Manager leads a portfolio of five to six large (multi-million dollar), strategic pursuits at various stages of development. As the pursuit strategist and senior lead, this role establishes governance, directs the response strategy, challenges assumptions and aligns executive sponsors, Sales, solution teams, pricing, Finance, Legal and external partners around a compelling and profitable offer. The role is accountable for maintaining momentum, resolving critical issues and ensuring that every submission reflects a clear customer value proposition, disciplined commercial judgment and a credible path to profitable growth.
As a trusted advisor to senior Sales and business leaders, this role maintains executive alignment on the desired outcome, identifies and escalates material risks, and redirects the team when the strategy, solution or commercial position is unlikely to produce a differentiated and profitable result.
What you'll do:- Leads the full lifecycle of large, complex, multi-million-dollar pursuits following the decision to bid, translating the capture strategy into a disciplined proposal plan, governance model and executive review cadence. Directs internal and external contributors, resolves cross-functional dependencies, and maintains accountability for strategy, quality, compliance, schedule, risk and commercial outcomes.
- This requires coordination of internal and external resources as required.
- Seeks to have a good understanding of (internal and external) customers' needs and has the skills necessary to help (internal and external) customers understand business challenges.
- Owns the timely delivery of compliant, persuasive and commercially viable proposals that clearly differentiate Softchoice, improve win probability and protect the margin position.
- Leads the team effort. Excellent project management skills necessary.
- Leads the pursuit team in developing and validating the win strategy, including competitive positioning, value proposition, solution architecture, delivery approach, proof points, pricing strategy and risk posture. Ensures that all proposal elements reinforce the agreed strategy and that material trade-offs are presented to executive stakeholders for timely decisions.
- Strategic decisions and execution required.
- Creates pricing strategies with Sales stakeholders.
- Provides experience-based guidance for response direction.
- Leads early identification and ongoing management of contractual, financial, delivery, solution and compliance risks. Partners with Legal, Finance, Sales and solution leaders to evaluate exposure, develop mitigation strategies and escalate material issues before commitments are made.
- Works with legal department to review terms and conditions.
- Shapes the executive narrative for each pursuit, translating customer priorities, solution value, differentiation, proof points and commercial rationale into persuasive executive summaries and proposal content tailored to the customer's evaluation criteria and decision drivers.
- Utilizes RFP content tools to support content creation.
- Leads the pursuit through shortlist activities, presentations, clarifications, best-and-final offers and negotiation support, preserving strategic consistency and commercial discipline as the offer evolves.
- Follows up requests like BAFOs or Clarifications
- Anticipates business, resource and execution issues that could compromise the pursuit and leads cross-functional resolution. Escalates material decisions with clear options, implications and recommendations, and responds to stakeholders with the accuracy, urgency and judgment expected of a senior pursuit leader.
What you'll bring to the table:- 7-10 years of progressively senior proposal, capture or pursuit management experience, including leadership of complex, multi-million-dollar enterprise opportunities and cross-functional pursuit teams (full cycle proposal management experience).
- IT experience required.
- APMP certification or the ability to get certification within 1 year of employment is required.
- Proven record of leading complex, high-value pursuits and improving business outcomes through strong qualification, differentiated win strategies, disciplined pricing, risk management, margin protection and demonstrated win performance.
- Exceptional writing, editing and visual design skills, with strong attention to detail and compliance.
- Advanced pursuit and program leadership skills, including the ability to establish governance, manage multiple concurrent strategic proposals, facilitate executive decisions, resolve cross-functional conflict and recover pursuits at risk under tight deadlines.
- Proficiency in proposal management and AI tools (RFP-A, Claude, Co-Pilot, etc.)
- Exceptional executive communication, facilitation and influencing skills, with the credibility to challenge assumptions, align diverse senior stakeholders and drive timely decisions across Sales, Finance, Legal, delivery, solution and partner teams.
- Fully bilingual in English & French (both written & spoken) required.
- Bachelor's degree
Compensation:A reasonable estimate of the current base pay range for this position in Canada is $91,000 to $114,000, annually + 12% as target incentives.
Actual salary will be based on a variety of factors, including location, experience, skill set, education, and related certification. The range for this position in other geographic locations may differ.
Softchoice offers a comprehensive and competitive benefit plan to all full-time employees, which includes:
- Health and Wellbeing: Medical and Dental Care, Employee & Family Assistance Program
- Financial Benefits: RRSP/DPSP Retirement Savings Plan with Company Matching, Life and Disability Insurance
- Paid Time Off: Vacation and Sick Leave, Holidays, Parental Leave, Volunteer Days, Bereavement Leave
- Additional Perks: Employee Discount Program
Not sure if you qualify? Think about applying anyway:We understand that not everyone brings 100% of the skills and experience for the role.
At Softchoice, we offer opportunities to a diverse group including those with a variety of workplace experiences and backgrounds. Whether you are new to corporate tech, returning to work after a gap in employment, or looking to transition and take the next step in your career, we are excited to learn more about you and encourage you to apply.
