AddressKey Responsibilities:
1. Bid Office Management: Lead and manage the bid office, overseeing all aspects of bid management processes.
2. Proposal Management: Take ownership of responding to Requests for Information (RFI), Requests for Proposal (RFP), Requests for Quotation (RFQ), and tenders.
3. Competitive Intelligence: Gather and analyze competitive intelligence to inform strategic decision-making and enhance our competitive positioning.
4. Pricing Strategy: Develop competitive pricing strategies aligned with the company's top-line and bottom-line goals.
5. Engagement Models: Create commercially viable engagement models tailored to different client needs and preferences.
6. Value Proposition Development: Collaborate with the delivery and sales teams to craft compelling value propositions and engineer value-based and outcome-based deals.
7. Submission Document Preparation: Lead Q&A sessions and oversee the final preparation of submission documents to ensure accuracy and alignment with client requirements.
8. Demand Management Support: Provide support for ongoing demand management activities, including reporting and candidate selection.
9. Sales Collateral Management: Establish and maintain an organization-wide sales repository of sales collaterals, proposals, bids, etc., using Microsoft SharePoint.
10. Scope and Effort Estimation: Work closely with sales and delivery teams to determine project scope and effort, ensuring accurate estimation for client proposals.
11. Margin Management: Take responsibility for ensuring that sold margin goals are met, balancing profitability with client satisfaction.
- Bachelor's degree in Business Administration, Computer Science, or related field.
- 12-18 years of experience in enterprise IT services, with a focus on pre-sales management.
- Proven experience in managing pre-sales across various client engagements.
- Strong understanding of bid management processes and best practices.
- Excellent communication, negotiation, and presentation skills.
- Ability to work collaboratively with cross-functional teams and stakeholders.
- Strategic thinker with a results-oriented mindset.
- Familiarity with Microsoft SharePoint and other collaboration tools is preferred.
