Role Proficiency:

Manage business proposals end-to-end working closely with Client Partners Delivery Leaders and Services for small to medium sized deals and for which existing solutions that can be replicated might exist with guidance from other Leads or Managers

Outcomes:

End-to-end management of proposals including organizing planning tracking the bid and working closely with sales account services and other functions to prepare a compelling proposal response Understand customer requirements & business problems and drive the pursuit discussions towards building a winning proposal Organize pursuit discussions war rooms and discussions with other support functions like HR Legal and Finance to complete the proposal response on time with quality Work confidently with other stakeholders within the organization Provide regular status updates to the sales leadership highlight issues and challenges to ensure timely intervention Final formatting and packaging the bid response documents for submission

Measures of Outcomes:

# RFPs responded # RFPs won Feedback from internal stakeholders Review and rework required on RFP responses

Outputs Expected:

Bid Management:

Organize
plan and track the proposal end-to-end

Proposal Writing:

Prepare relevant
customized responses for proposals. Work with Services
Sales and other functions to get the right content/inputs

Quality:

Ensure all deliverables are reviewed and signed off by designated function heads and the final package is ready for submission before deadline

Stakeholder Management:

Effectively manage stakeholders and drive the pursuit aligned to defined win themes and differentiators Get things done by other associates who are not in the reporting line

Teamwork:

Drive proposal conversations towards common goal

Skill Examples:

Ability to write sales content from scratch relevant and customized to client requirements Ability to drive pursuit discussions to define win themes and differentiators to create a winning bid Ability to organize plan and track bid management activities get the necessary inputs from different stakeholders and stitch together to form a compelling response

Knowledge Examples:

A strong Pre-sales background Proposal writing skills Certifications like APMP will be an advantage

Additional Comments:

Sales Support