Senior Bid Manager
IBM Corporation
Total des années d'expérience :13 years, 6 Mois
Bid Management: Responding to opportunities (RFQs / RFPs, RFIs, Tenders, Service Requests, Resource Requests), Developing high quality proposals with all stakeholders and handling overall bid management .
• ENGAGES IN QUALIFIED SALES OPPORTUNITIES TO DELIVER A PROPOSAL FOR COMPLEX, AND / OR MULTI-BRAND OPPORTUNITIES FOR E2E SERVICE REQUESTS.
• IDENTIFIES INTER-DEPENDENCIES AND DEVELOP AN OVERALL BID PROJECT PLAN WITH TASKS, MILESTONES, DELIVERABLES, AND ASSOCIATED TIMELINES FOR PROPOSAL PREPARATION ACTIVITIES AND TRACKS, MANAGES THE BID PLAN THROUGHOUT THE BID PROCESS
• ENGAGE, COORDINATE WITH IBM RESOURCES ( BID TEAM - BRANDS, SALES, PRE-SALES ) TO PRODUCE DELIVERABLES ACCORDING TO CLIENTS EXPECTATIONS, WITHIN TIME CRITICAL SCHEDULES. VALIDATES PRELIMINARY APPROVALS AND TIMELY HEADS UP TO ALIGNED FUNCTIONS
• CONDUCT A KICKOFF / OPPORTUNITY REVIEW CALL WITH BID TEAM TO DRIVE A BID STRATEGY AND WIN THEMES THROUGHOUT PROPOSAL DELIVERABLES
• ENSURE THAT T & C ARE EVALUATED AND APPROVED BY C & N. C & N APPROVAL ON FINAL PROPOSAL BEFORE SUBMISSION.
• CO-ORDINATE WITH SALES TEAM/ PROCUREMENT TO ENSURE VENDOR ARE INITIATED FOR NON-IBM PRODUCTS AND FINAL PROCUREMENT APPROVED VENDOR QUOTES ARE SENT TO PRICING.
• PROVIDES THE INITIAL ESCALATION POINT FOR TEAM ISSUES (IN COLLABORATION WITH THE SALES TEAM). FORMAL PROGRESS/STATUS REPORTS PUBLISHED TO BID TEAM & LEADERSHIP TEAM
• INTERFACE WITH OTHER PROPOSAL SUPPORT ROLES (I.E., ICAP SPECIALISTS, PROPOSAL WRITERS, PRODUCTION TEAM) AND OTHER INTERNAL SOURCES TO HELP BUILD/POPULATE THE PROPOSAL DOCUMENTS. LEVERAGES ALL INTERNAL RESOURCES IN BSCS TO CLOSE REQUIRED APPROVALS.
• FACILITATES PRICING REQUIREMENT FOR EACH BRAND. WORKS WITH PRICING & BRANDS TO COLLATE PRICING APPROVALS AND ENSURE TOGETHER WITH THE SALES TEAM THAT A VALID PRICE IS STATED WITHIN THE FINAL CLIENT DELIVERABLE.
• ENSURES THAT COMPLIANCE WITH ALL RELEVANT ASPECTS OF SOLUTION DESIGN AND DELIVERY PROCESS, BUSINESS CONTROL, REVIEWS AND A TIMELY CLOSURE OF APPROVALS BEFORE BID SUBMISSION
• DELIVER A FINAL APPROVED PROPOSAL DOCUMENTS TO THE SALES TEAM ACCORDING TO IBM BUSINESS RULES AND STANDARD PROCESSES
Bid Management: Responding to opportunities (RFQs / RFPs, RFIs, Tenders, Service Requests, Resource Requests), Developing high quality proposals with all stakeholders and handling overall bid management .
Study and Analysis of Bids:
• Responding to opportunities (RFQs / RFPs, RFIs, Tenders, Service Requests, Resource Requests, Client Visits) and handling overall presales cycle across various technologies and domains.
• Interacting with Sales / Business Development to understand high-level client requirements (functional) and translating them to the delivery teams for creating the Win Themes and Proposal Strategy, WBS, effort estimations, resource loading.
• Identifying project delivery representative(s), constituting the opportunity pursuit team and coordinating with both the delivery and sales teams for framing the response
• Developing high quality proposals with all stakeholders, and handling overall bid management
• Managing and coordinating prospect / customer visits in a process of understanding requirements/ expectations of the prospect and mapping the same to tangible deliverables / business level understanding of client problems
• Handling client presentations, seminars and focused discussions
Document Preparation:
• Bid management - RFP analysis, preparation and Review of Proposal, Master Service Agreements and Statement of work and pipeline tracking for all Opportunities.
• Preparation of Power point Presentations for Proposal Walk through & Customer Visits.
• Preparing Technical collaterals, capability documents & presentations, case studies for clients, prospects and Internal Centers of Excellences (CoEs).
• Developing the firm’s bids database to ensure access to expertise, CVs, Capability documents etc are readily available.
• High degree of competence in MS Office applications
• Experience in preparation of collaterals, case studies, Capability Documents, service and solution selling materials for all Opportunities
• Preparing Induction Programs Materials (Induction Kit) on Bid Management Activities (To be used in Functional training for freshers)
Bid Tracking:
• Pivotal contact point between the Sales and Delivery teams
• Involved in constant opportunity tracking through an opportunity monitoring tool (CRM- Hexaware's Intranet Bid Tracking Tool)
• Compliance to response schedules and delivery deadlines
• Working with the proposal teams to develop high quality proposals
• Ensuring compliance to fixed response schedules and stringent delivery deadlines
• Recording and regularly communicating bid activities and outcomes to the firm
• Win-Loss Analysis
Knowledge Management
• Maintenance of the Knowledge Management repository for all Opportunities handled
• Creating Reusable components
• Version control using Sharepoint Portal
Key Roles and Responsibilities:
• Acquiring new businesses with focus on clients in US, Canada, Europe, Australia etc.
• Lead Generation Via LinkedIn, Cold Calling, Email Campaign, Pricing
• Analysing latest Marketing trends, Tracking Competitors activities and providing valuable inputs to fine tune the Sales and Marketing activities
Highlights:
• Standardized all the case studies and designed the PPT template based on the inputs provided by sales team.
• Instrumental in creating new templates for Presentation and Proposals.
Master of Business Administration ( Marketing and Systems)
Bachelor of Engineering(Computer Science Engineering )