Role Proficiency:

Independently manage business proposals end-to-end working closely with Client Partners Delivery Leaders and Services for very large deals which requires complex response management and for which new and complex technical solutions are required.

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 for RFPs where we do not have an already existing solution and requires complex technical solutions with multiple technology elements Understand customer requirements & business problems and drive the pursuit discussions towards building a winning proposal Develop a good understanding of the key elements that should be part of the overall solution narrative and enable the pursuit team to get enough clarity and inputs to create a compelling response 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 Manage very senior stakeholders within the organization working closely and confidently with them 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:

Drive pursuit conversations effectively to build the required solution Influence stakeholders and drive pursuits with clearly defined win themes and differentiators Get things done by other associates who are not in the reporting line

Teamwork:

Take initiative to get the proposal team aligned with the differentiators that are expected to be projected in the response. 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:

• A passion for technology sales, delivery and learning about the application of technology to solve business problems. • Drive UST growth through exceptional sales & delivery planning and execution. • Collaborate closely with regional Microsoft Business Applications Sales Teams i.e., Account Managers, Solution Sellers (SSP) and Partner Development teams. • Represent UST at the executive level within this leading global account, across multiple geographies, nurturing critical relationships. • Define the sales strategy, GTM approach and sales operating model for India & APAC region. • Enrich existing relationships with key buyers and decision-makers at existing clients and drive cross-sell and upsell opportunities. • Establish relationships with new/prospective customers to showcase UST’s capabilities and generate new pipeline. • Interact with CXO levels to influence and negotiate on new opportunities, deal pricing and opportunity closures. • Provide strategic thought leadership to drive competitive differentiation, service line expansion, geography expansion. • Partner with Global Sales Organization to support growth in net new accounts & partner with existing delivery teams to drive growth in existing accounts. • Establish deal qualification criteria, win themes/strategy, and bid approach. • Work with global teams to drive solutioning and bid-response. • Manage the opportunity from pursuit to closure, own end to end bid response, lead the bid defence discussion with customers and drive solution demonstrations. • Effectively engage with Microsoft leadership and field teams in region to strengthen partnership, develop a joint business plan, GTM plan and collaborate to generating pipeline and close deals. • Collaborate with delivery teams to verify the proposed solution, implementation approach, estimates, timelines, and delivery methodologies and transition the opportunity to the delivery team. • Cultivate client references and drive client agreement for press releases, use of references, joint presentations at marquee events etc. • Drive internal reviews with Sales and Geo Leaders in India & APAC. • Drive marketing strategy and plan for sales campaigns and co-ordinate with internal marketing teams and delivery teams to ensure effective execution. • Provide accurate sales forecast on a monthly basis. • Enhance service offerings for the region as per client demands. • Identify solutions to be developed based on latest market and customer trends and opportunity whitespaces. • Work with pre-sales and solution engineering teams to develop offerings and build solutions. • Publish thought leadership articles in internal and external channels. • Augment the sales team as needed and manage other sales team members across the globe.