About this role
A career in our Sales and Marketing function will provide you with the opportunity to focus on positioning a distinctive PwC brand in the marketplace and driving long-term revenue growth for the Firm. You’ll focus on supporting the National Defence leader to develop and implement go to market strategy in the National Defence sector, as well as supporting account teams and practice leaders in managing key contracts, pursuit and go-to-market strategies for our strategic clients. Our Sales Enablement team supports client-facing leaders to activate the firm’s account strategy, manage priority pursuits, and operationalize relationships, pipelines, and growth plans. As a Senior Manager, Market Strategist - National Defence based in Ottawa, you will play a strategic role that supporting National Defence leader and go-to-market teams to shape the Defense ecosystem portfolio strategy, prioritize and run pursuits, and coordinate cross-functional teams to position and win work in the growing Defence sector. The role combines go-to-market strategy, contract vehicle stewardship, account and pursuit management discipline, and market segmentation and insights to help PwC win in a complex, relationship-driven defence ecosystem. This is not a commission-based role. The role will support the firm’s Canadian Defence ecosystem go-to-market priorities and pursuits.The Opportunity:
As a Senior Manager, Market Strategist - National Defence, unlock your potential and embrace the chance to drive meaningful outcomes that’ll elevate your career. Your role will include, but isn’t limited to:
Responsibilities include providing expertise across these key capabilities:
• Support the development of the National Defence go-to-market strategy with the Defence Leadership team, including sector value propositions, growth priorities, capability alignment, and account-level actions that support PwC’s markets growth objectives
• Orchestrate priority Defence pursuits from bid/no-bid decisions through capture planning, proposal development, governance reviews, orals preparation, close-out, and debrief, helping teams shape win themes and differentiators tailored to Defence buyers
• Manage the Defence portfolio of vendor-of-record and contract vehicles, including compliance, reporting, relationship cadence, growth planning, and coordination of related account and pursuit activities
• Provide project and program management leadership across the Defence GTM portfolio, ensuring initiatives remain aligned to sector priorities, delivered on plan, and coordinated across industry, Lines of Service, marketing, bids, risk, and sales enablement teams
• Lead market segmentation and prioritization across the Defence ecosystem, translating market intelligence, budget and procurement trends, competitor positioning, and partner dynamics into clear targeting, pursuit, and relationship strategies
• Act as the portfolio manager for Defense target and priority accounts, partnering with Lead Client Partners and account teams to embed account management disciplines, maintain relationship maps, and support meaningful senior-level engagement
• Drive the account planning process end-to-end, including client needs assessments, opportunity identification, relationship mapping, sales budgets, growth plans, action tracking, and follow-through on account and sector decisions
• Champion pursuit governance, the firm’s Global Account Management Framework, pursuit methodology, CRM practices, and business development best practices within the Defence team
• Work with Sales Operations and offshore support teams to maintain pipeline hygiene, forecast discipline, sales planning inputs, dashboard structures, KPI tracking, and actionable insights for the Defence Leader and account teams
• Collaborate with Marketing to align Defence-specific campaigns, events, thought leadership, credentials, case studies, and capability statements with sector GTM priorities and ensure account teams leverage relevant content in client engagement and pursuits
What You'll Bring: Your skills, knowledge, and experiences are what set you apart. Here's what we look for:
• Experienced in B2B client relationship management in a corporate or professional services environment
• Extensive progressive experience in account management, business development, pursuit/capture management, strategy, or sales operations in a professional services, consulting, or defence-industry environment
• Program and portfolio management experience across multiple concurrent initiatives with a high level of attention to detail and analytical skills
• Experience managing or supporting Government of Canada contract vehicles/vendor-of-record arrangements, including compliance and client reporting requirements
• Strong understanding of the Government of Canada / Defence procurement landscape, buying behaviors, and ways of working
• Proven ability to build consensus, mobilize cross-functional teams, and manage competing priorities in a fast-paced, deadline-driven environment
• A university or college degree with a desire to pursue a career in sales, account management, or pursuit management is preferred
• Previous experience working with CRM systems and cloud-based technology platforms such as Microsoft Suite and Salesforce Demonstrated commitment to valuing differences, developing, and coaching diverse teams, and ensuring diverse perspectives are heard
• As a requirement, a Security Clearance is mandatory for all staff who’ll be engaged on these assignments. Prior to applying, please review the Government of Canada website to ensure you meet the eligibility requirements to obtain this clearance. This’ll become a condition of your employment with PwC should you receive an offer from us
This position ensures continuity and upholds our standards of excellence following the departure of a valued team member.
The salary range for this position is $98,000 - $148,000. The posted salary range represents the expected hiring range for PwC locations in major city centres. Given our national recruiting approach, ranges may vary for positions in other locations. At PwC Canada, base salary is determined by your skills, experience, qualifications and work location. In addition to base salary, eligible employees may have opportunities to participate in variable incentive pay programs which are designed to reward individual and firm-wide achievements. We are committed to offering competitive compensation and adhere to all relevant pay transparency legislation. During the hiring process, our Talent Acquisition team will provide details about our comprehensive total rewards package.
Why you’ll love PwC
We’re inspiring and empowering our people to change the world. Powered by the latest technology, you’ll be a part of diverse teams helping public and private clients build trust and deliver sustained outcomes. This meaningful work, and our continuous development environment, will take your career to the next level. We reward your impact, and support your wellbeing, through a competitive compensation package, inclusive benefits and flexibility programs that will help you thrive in work and life. Learn more about our Application Process and Total Rewards Package at: https://jobs-ca.pwc.com/ca/en/life-at-pwc
PwC Canada acknowledges that we work and live across Turtle Island, on the land that is now known as Canada, which are the lands of the ancestral, treaty and unceded territories of the First Nations, Métis and Inuit Peoples. We recognize the systemic racism, colonialism and oppression that Indigenous Peoples have experienced and still go through, and we commit to allyship and solidarity.
We’re committed to providing accommodation throughout the application, interview, and employment process. If you require accommodation to be at your best, please let us know during the application process. The use of artificial intelligence (AI) in recruiting is just getting started, so we know you have questions about how and why we use it. At certain points during our recruiting process, we rely on AI to improve your experience. This could be during resume review or curating personalized job recommendations, asking you clarifying questions via a chatbot or during our interview scheduling to improve your experience. Our use of AI helps ensure we combat bias by evaluating candidates equally and fairly, without seeing identity information, such as your name, or gender for example). AI also helps us better predict successful hires by reviewing all applicants for a role and the relationship between your skills, experience and likely success at PwC Canada. While AI supports parts of our recruitment process, final hiring decisions always involve human review. For more information about our use and protection of your data, please refer to our Privacy Policy (https://www.pwc.com/ca/en/privacy-policy.html).