Account Pre-sales/ Bid Manager
DXC.technology - India
Total des années d'expérience :13 years, 0 Mois
* Responsible for anchoring large and complex bids/proposals (RFP, RFI, RFQ, RFx) with domain led presales for both existing accounts and new Logos for Communications & Media (CME) domain across North Americas Region including major players like AT&T, Verizon, Sprint, T-Mobile etc. to name a few
* Responsible for solely managing exhaustive sales support/presales/bid management function for large, multi-million dollar revenue accounts in the region - from pursuit inception to closure/delivery handover.
* Prepare and own Proposals, BOQ/M, Project Plan, RACI, Presentations, Marketing collaterals, Case Studies etc.
* Experienced in working with Delivery and Practice teams for SOW/NDA creation - defining engagement models, team structure, resource pyramids and medium to large scale transitions involving vendor management
* Part of Solution planning to architect and optimize solutions- fit to the requirements of an opportunity.
* Worked on solutions with architects- managing large multi-year deals with understanding of solutions on tech domains encompassing but not limited to:
- Applications: App Development and Maintenance- Managed service, Staff Aug. deals in T&M/Fixed/Milestone price model
- Infrastructure with Cloud transformation: Data Center Management and Migration, Storage, Professional services, Network solutions with Private/Public/Hybrid cloud offerings viz. AWS/Azure/VPC etc.
- Workplace Solutions: Service Desks, Contact center, EUC, Enterprise Workplace productivity suits
- Digital domain Offerings: Block chain, IOT, Analytics/BI solutions specific to Industry/Business
* Coordinate the setup of Pursuit War rooms -In office & Virtual, Win Strategy Labs and arriving at Win themes
* Responsible for owning and driving the complex governance approval process for deal submission
* Responsible for working independently with Account Executives and Sales Leads for account planning, account analysis, proactive campaigns along with building, managing and tracking pipeline growth
* Trained and well versed on internal Pricing and reporting tool \[estimation with pricing models/commercials\]
* Adept at working in virtual remote team model and efficient at managing global teams for pursuit execution
Achievements:
~ Awarded 'Best Sales Support Professional 1H FY 17-18’ among a team of 50 Professionals supporting the NA region
~ Sales support owner of key/strategic large Multi Million $ wins incl. new logos for the Industry
Presales/ Bid Management \[Middle East Region\]-Communications Vertical
•End to end proposal/Bid development \[RFP/RFI/RFQ etc.\] involving project planning and tracking, resource planning, risk planning, pricing & commercial management, designing new commercial models, Knowledge management and competitive intelligence program management with key stakeholders.
•Provided sales support to major Telco accounts for RFP response like STC, Batelco, Du Telecom, Ooredoo group, Zain, Wataniya etc. to name a few.
•Interacting & working closely with alliances, internal stakeholders, solution architects, delivery and sales team, leadership, account teams across various business and service lines.
•Delivered Solutions involving OSS/BSS, Managed Services, Security, Cloud, BI and Analytics.
•Also, Infrastructure transformation/ Consulting Services, Application Management, Shared Services etc.
•Responsible to create/ Manage Knowledge Repository of Reusable Content
•Defining joint go-to-market strategies, working closely on account & business unit strategy & driving account based workshops/customers visits for large targeted accounts.
•Constructing commercials/pricing on various financial models like Fixed Price, Time & material etc.
•Preparing RFP response specifications i.e. Solution Architectures, Deployment Diagrams, Software bill of materials, Hardware Sizing, Project Plan, etc. for tender submission.
•Perform account studies, market analysis, competition Analysis for the Vertical and the Geo.
•Part of account planning, funnel projection, proactive campaign planning and strategic execution.
~ Certified BIDMATE Trainee - Wipro’s Equivalent of Shipley’s Training for Writing Winning Proposals
Project: Develop a concise operational Business Plan for managing home Agents for the IT BPS/KPO industry.
Achievement: The report was very well appreciated and I was selected for a Pre-Placement offer
Healthcare: Medical Devices\]
•Managed complete techno-commercial product sales cycle right from sales planning, presales, prospecting, lead generation and demonstration up to point of sales followed by post - sales service support.
•Performed Business Analysis by working closely with clients; understanding and documenting customer expectations/ needs and mapping them with viable product solutions.
•Conducted technical product application demonstration (POCs) - providing clarity about the products performance, its usability’s as well as any possible limitations.
•Product Management: Complete and independent responsibility for managing the diagnostic, imaging, monitoring, cardiac and drug delivery product range for the company.
•Performed territory mapping & strategic segmentation, targeting of prospects with best possible product solution/solutions.
•Rich experience of customer engagement with a variety of healthcare service providers i.e. Hospitals/Nursing homes/Diagnostic Centers and Independent medical practitioners \[Clinics, Physicians etc.\] across segments and with varied scale of operation.