Bid Manager
hace 2 meses
We are Lenovo. We do what we say. We own what we do. We WOW our customers.
Lenovo is a US$57 billion revenue global technology powerhouse, ranked #248 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services. Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere.
Description and RequirementsAs an Engagement Manager in our Solutions & Services Group, you will play a vital role in supporting bid and proposal management for highly complex and custom (G3) managed services deals over 30m TCV. Within this role, you play a vital role in driving end to end progression through all sales stages, with a particular focus on bid management. The Engagement Manager is a key role in the pursuit process, with an objective to manage the pursuit to a successful outcome, applying project and sales management methods, skills, best practice and tools. To be successful in the role, you should demonstrate ability to work collaboratively with a range of stakeholders and have a strong track record of bid execution and associated win rate.
Responsibilities
Deal Qualification, Shaping and Strategy
- Drive sales and solution strategy development, deal qualification and application of best practice sessions, facilitating these for each assigned engagement.
- Focus on opportunity construct and qualification parameters in support of continual qualification.
- Analyze client requirements to inform internal messaging and positioning in support of a qualification decision.
Client Engagement
- Develop Total Cost of Ownership (TCO) business case for the client engagement.
- Develop a deep understanding of our products and services, target market and competitive landscape to deliver proposals that highlight our unique value proposition.
- Develop a strong understanding of the client context, footprint and strategic objectives, ensuring these are reflected across all communications and proposal documentation.
- Work with Sales Leaders to facilitate application of a “relationship sales” methodology to help build and enhance Lenovo/Client relationships, aligning procurement objectives and timeline with the client, and supporting the wider account team in this process.
- Own formal communication channels with the client.
- Work collaboratively with the pursuit team to organize, prepare and run real-time client engagement.
End to End Bid Execution
- Manages the pursuit through each sales stage, ensuring end-to-end compliance with the current company processes, corporate governance, and engaging stakeholders.
- Lead multi-disciplinary, geographically dispersed, high-performing bid teams on assigned deals.
- Maintain regular cadence of calls and reviews, monitor progress and manage priorities, risks, and issues across assigned deals.
- Maintain accountability for the detailed bid plan, identification of staffing and associated budget estimation communication, replanning, progress tracking, achievement of milestones & win strategy.
- Coordinate activities related to clarifications (CQs) and their responses, to and from the client.
- Engage with partner companies and subcontractors (as appropriate), facilitate communication with bid team members.
- Manage and collaborate closely with the Proposal Manager to drive the development of winning, compelling, and compliant bid responses with timely submission to customer timeframes.
- Actively engage in all gate reviews throughout the deal flow, including Deal Qualification Review, Technical Certification, Deal Review, Contract Review, Win/Loss Reviews and Solution Handover.
- Ensure timescales are achieved at each step of the bid process, including all internal governance, while taking the initiative in setting realistic deadlines.
- Maintain current knowledge of industry best practices, proposal trends and evolving client demands.
- Seek feedback from sales teams, clients, and internal stakeholders to improve bid execution quality, effectiveness and win rates.
- Identify opportunities to streamline and automate the bid execution process.
- Contribute to the development and enhancement of proposal templates, tools & resources.
Qualifications
- Bachelors Degree in business, project management or a related field. MBA or equivalent is a plus.
- Accomplished bid leader with demonstrable success managing IT services opportunities in a fast-paced environment with tight deadlines.
- Experience in managing and tracking multiple time-phased activities.
- Strong project management and process application skills and knowledge. External project management certification such as PMP from PMI or other project management certification is preferred.
- Ability to facilitate business activities including workshops to develop compelling messaging and winning solutions that deliver client outcomes.
- Familiarity with proposal management software and tools.
- Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel), graphic design and/or desktop publishing an advantage.
- 8+ years of progressive sales focused business experience in the information technology sector.
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