Pursuit Manager - Federal

** Job Description*
* The Pursuit Manager - Federal  is the operational backbone of Oracle Health's existing federal contract portfolio. Embedded with account teams, this role owns the day-to-day pursuit work that converts task order requests, modifications, and renewals into on-time, fully compliant Oracle responses. The position absorbs the administrative and process work that currently falls on quota-carrying sales directors - freeing them to focus on customer relationships, growth conversations, and strategic positioning.

This is a doer's role, not an advisor's role. The Pursuit Manager will assist in Scope Review Boards, drives pricing requests through internal approvals, maintains capture documentation, manages the SharePoint repository, and keeps Sales Cloud and CPQ current. Success means the sales director never has to chase a pricing response, and the customer never receives a late or non-compliant submission.

** Responsibilities*
* ** 1. Intake & Triage*
* + Monitor the daily inflow of customer requests (pricing requests, RFIs, scope letters, modifications) across email, SharePoint, and Sales Cloud.

+ Log and route each request to the responsible Account Executive within one business day; notify dependent stakeholders (CPQ, contracts, consulting, product).

+ Maintain the master in-process tracker on the Capture SharePoint site as the single source of truth for active pursuits.

+ Escalate ambiguous or out-of-scope requests to the Account Executive and Director, Pursuit & Capture for disposition.

** 2. Qualification & Pricing Response*
* + Review incoming scope documents for completeness, ambiguity, and risk; flag issues to the AE before the clock starts.

+ Coordinate level-of-effort estimates from delivery, consulting, and product teams within the customer-imposed response window (typically 5-7 business days).

+ Assemble the pricing response package, including labor estimates, SKU configurations, and supporting narrative.

+ Drive the response through internal approval gates - Customer Deal Desk, GRM, and any required exception approvals - and submit to the customer on time.

** 3. Scope Review Board (SRB) Governance*
* + Schedule, prepare, and facilitate the Scope Review Board meeting for every in-process task order modification on the assigned portfolio.

+ Build the SRB read-ahead package (scope summary, financials, delivery considerations, stakeholder list); distribute 24 hours in advance.

+ Capture decisions, dissenting views, and action items; update the SharePoint record and notify all attendees within one business day.

+ Track unresolved items to closure; re-convene the SRB as needed.

** 4. Capture Planning & Pre-RFP Shaping*
* + Maintain a rolling capture plan for each significant in-flight pursuit, including customer hot buttons, competitive landscape, and Oracle differentiators.

+ Coordinate with the Account Executive, Solution Architect, and Product team to develop win themes and success criteria for upcoming task order modifications and renewals.

+ Document customer engagement history (calls, meetings, decisions) in the capture plan; surface gaps and follow-up opportunities to the AE.

+ Support pre-RFP positioning where the customer signals an upcoming requirement (typical 60-90 day window).

** 5. Pipeline Cadence & Reporting*
* + Prepare materials for the weekly account pipeline review and the monthly federal operating rhythm; ensure pipeline reflects actual stage and probability.

+ Provide accurate, current data inputs for Biz Ops Leadership Action Tracker (LAT) calls and quarterly business reviews.

+ Surface forecast risks, slipped opportunities, and resource conflicts proactively - never wait for leadership to ask.

+ Run point on month-end and quarter-end pursuit close activities for the assigned portfolio.

** 6. Data & Systems Hygiene*
* + Own opportunity data quality in Sales Cloud and CPQ for the assigned portfolio: stage accuracy, close dates, dollar values, and product configurations.

+ Configure CPQ quotes (including dummy SKUs where required) to reflect the agreed pricing structure; coordinate with Sales Operations on edge cases.

+ Maintain the Capture SharePoint site as a complete, current, and well-organized repository of pursuit documents.

+ Identify and surface candidates for AI-enabled automation as the Applied AI capability comes online; partner with the AI Integration Engineer on pilot workflows.

** Required Qualifications*
* + Bachelor's degree, or equivalent combination of education and federal capture/pursuit…