سمير سيد

Team Management: Currently leading the Global Integrated Delivery (GID) Team based in Philippines & India, aligned with Americas Strategic Sales Operations (SSO).
o Team Management
o Team Recruitment and Onboarding support.
o Team Mentoring and Performance Management
o SSO Market Team Managers and Senior Managers collaboration

Americas SSO, Water Market - Proposal Management
o Lead, plan, coordinate and motivate multidisciplinary opportunity team in the production and delivery of compliant and quality winning proposals (100k$ to 10M$).
o Develop middle game (Pre-RFP) activities partnering with the Client Account Manager (CAM), Account Strategist, PM and Operations team - a) client and
competitor market research and analysis, b) distinctive value propositions/ strategic
positioning, c) reference projects and d) identification of delivery team.
o Lead end game activities
- RFQ/RFP analysis, Compliance matrix, Bid program, Bid budget and Response outline
- Bid Kick-off, Storyboarding session(s), Proposal reviews and Proposal production catch-ups.
o Translate win strategies into key themes producing high-quality response documents with competitive and compelling sales messages to satisfy client business goals.
o Research, interview, tailor and draft projectdescriptions, CVs, capability statements etc.
o Own the quality and presentation of proposal submissions and work with the core
proposal team to determine the best approach and style of response. Direct Creative
Services and Document publisher activities.
o Effectively use Salesforce to capture and transfer all opportunity details from identification to closure; seeking bid budget and Quality reviews approvals.
o Responsible for all Information Management, on client portal and Jacobs Knowledge Management systems (Share Point, Knowledge Centre).
o Close-out opportunities transferring useful re-usable content to Knowledge Center.
o Organize Lessons learnt session to encourage continual improvement.

Worked on UK Energy and Transportation bids.

o Lead, plan, coordinate and motivate multidisciplinary and multicultural team in the production and delivery of quality and compliant winning proposals (100k$ to 5M$).
o Middle Game activities: a) Client and competitor market research and analysis, b) Value propositions /strategic positioning, c) Reference projects, and d) Delivery team CVs.
o Lead End game activities: a) Bid Analysis, Compliance matrix, Response outline, Bid program, and Bid budget b) Bid Kick-off, Storyboarding session(s), Proposal Quality Reviews and Catch-ups.
o Ensure translating win strategies into key themes producing high-quality response documents with competitive and compelling sales messages to satisfy client business goals.
o Research, interview, tailor and draft project descriptions, CVs, capability statements, client testimonials.
o Own the quality and presentation of proposal submissions and work with the core proposal team to determine the best approach and style of response.
o Effectively use Salesforce to monitor, capture and transfer all opportunity details from identification to closure; seeking bid budget and Quality Review approvals.
o Responsible for all Information Management, on Client Portal and Jacobs Knowledge Management systems (Share Point, Knowledge Centre).
o Close-out opportunities transferring useful re-usable content to Knowledge Center.
o Organize Blue Review / Lessons learnt session to encourage continual improvement within the sales process.

Achievements:
o Review and streamlining of the end to end proposal production process, enabling considerable improvement in new opportunity identification, qualification process (Go/No Go, Bid/No Bid), collaboration, information flow and management, quality reviews and process compliance, proposal production efficiency.
o Along with Team Managers, introduced tools and reference library/repository to improve proposal production and management.

EMIRATES SOLUTIONS FOR INTEGRATED SECURITY (ESIS) is an Airbus Group Joint Venture with UAE Fazaa Group

o Ownership of the end-to-end bid process for delivering proposals (0.5 to 50 Million $) in the areas of Command & Control, GIS, Satellite Imagery, and Mobile Mapping.

o Organized Quality Gate reviews and led the bid team (including cross-functional virtual team) in the planning and delivery of bid.

o Actively contributed in the solution development, assumptions and risks review meetings. Finalised work share & responsibility split with suppliers.

o Estimated manpower resources, operational, finance, insurance, risks, and bid costs and finalised the project pricing.

o Wrote and compiled the Proposal documentation. Ensured consistency between the Commercial and Technical Proposals and articulated effectively how best our solution and company shall meet the client/project requirements.

o Designed and structured the complete bid and constituent documents to be aesthetically pleasant and attractive.

o Drove the Post Tender Clarification, Presentation, and Negotiation phases. Reviewed successful Contracts.

o Managed the Proposal documentation on Sharepoint.

o Periodically reported to the senior management on the bids pipeline and statistics. Undertook client/stakeholder analysis and competitor market research for developing the business case or strategy for new opportunities.

• Led the Bid Process, Reviews, Bid Plan, and Proposal development at Bayanat Airports Engineering & Supplies.
• Wrote and compiled Technical & Commercial Proposals, Presentation, Schedule, Organization Chart, Bid Forms, etc.
• Estimated bid pricing including equipment, labor, operational, finance, and insurance costs.

• Enhanced Services Bid Documentation and Statement of Compliance responses with risk analysis, leading to improved bid success rates.
• Contributed to Services Delivery Model Optimization by analyzing competitive Customer Requirement Documentation and implementing best practices.
• Collaborated on Services clause enhancements for a New Framework Agreement with a key client.

• Spearheaded the establishment of a separate Pre-Sales team at Telematics Networking & Communications in Dubai, UAE, implementing KPIs and new operating procedures to enhance efficiency.
• Instrumental in significantly improving bid/proposal response rates and win rates, contributing to the company's success.
• Certified Internal Auditor based on ISO 9001:200 and ISO 19011:2002 Standards.

o Drive the Enterprise Business - Internet Leased lines, IPLC, ATM, VPN, Data Center, VOIP and Mailing Solutions through the Channel Network.

o Handle Key Enterprise Accounts - sales, customer satisfaction & relationship management.

o Engage in market research, business development and competitor analysis activities.

Accomplishments:-

o Developed the Channel Partner Network for Enterprise business in six new towns.

o In coordination with the NOC/Access Design teams, have provisioned services on varied last mile access options - Metro Ethernet, Microwave, FSO, MMDS 5.8GHz Wireless, Leased lines.