Reference

Application roles & lifecycle mapping

12 roles span three groups: opportunity workers, governance & oversight, and platform. Below: what each role does, then where they engage at each stage of both tracks.

Pipeline workers

BD Lead

Own + granted opps

Hunts and opens opportunities. Default owner of the record. Autonomous on small opps; needs governance on large/strategic ones.

Solution Lead

Granted opps

Shapes the technical solution, scope and effort estimate.

Proposals

Granted opps

Writes the proposal (commercial) or formal RFP response (RFP track).

Legal

Granted opps

Reviews T&Cs, NDAs and contract redlines; flags risk before signature.

Account Manager

Granted opps + account-driven leads

Owns the long-term client relationship; opens repeat opps; relays client signals.

Delivery Lead

Granted opps post-Won

Receives the won opportunity and confirms delivery readiness.

Governance & oversight

Finance / Pricing

Pricing gates

Approves price, margin and discount when thresholds are breached.

PMO

All opps

Schedules forum meetings (ORB / Segment BRC / Corporate BRC), tracks gate approvals, manages SLAs and exceptions.

Business Owner

All opps

Runs the commercial engine; full visibility across every opp.

Sponsor

All opps

Executive sponsor for strategic opportunities; full visibility.

Strategy Director

All opps

Sets segment strategy and priorities; reviews mix, sectors and win-rate trends.

Platform

Admin

Full system

Creates users, assigns roles, configures the CRM. Not part of the opportunity process itself.

Commercial track

Private-sector buyers · 6 stages

  1. 1

    Lead generation

    Primary

    BD LeadAccount Manager

    Supporting

    Strategy Director
  2. 2

    Qualification

    Primary

    BD Lead

    Supporting

    Solution LeadAccount Manager
  3. 3

    Discovery / scoping

    Primary

    Solution LeadBD Lead

    Supporting

    Account Manager
  4. 4

    Proposal

    Gate: Pricing & forum (ORB / BRC) per threshold

    Primary

    ProposalsSolution Lead

    Supporting

    Finance / PricingBD Lead
  5. 5

    Negotiation & contracting

    Gate: Legal sign-off + final pricing approval

    Primary

    BD LeadLegal

    Supporting

    Finance / PricingSponsor
  6. 6

    Handover to delivery

    Primary

    Delivery LeadAccount Manager

    Supporting

    BD LeadPMO
Formal RFP track

Government / semi-gov · 6 stages

  1. 1

    Identify

    Primary

    BD LeadAccount Manager

    Supporting

    Strategy Director
  2. 2

    Pre-RFP capture

    Primary

    BD LeadSolution Lead

    Supporting

    Account Manager
  3. 3

    Bid / no-bid decision

    Gate: ORB or Segment BRC bid/no-bid decision

    Primary

    BD Lead

    Supporting

    Business OwnerStrategy DirectorPMO
  4. 4

    Bid response

    Gate: Pricing approval before submission

    Primary

    ProposalsSolution Lead

    Supporting

    Finance / PricingLegalBD Lead
  5. 5

    Submit, clarify & negotiate

    Gate: Clarification responses + contract redlines

    Primary

    BD LeadLegal

    Supporting

    ProposalsSponsor
  6. 6

    Contract sign & handover

    Primary

    LegalDelivery Lead

    Supporting

    Account ManagerPMO