AGM/DGM/GM - Large Deals Bid Management - TME Vertical

Roles and Responsibilities:

- Management of the entire bid lifecycle with a clear focus to maintain a high "Win to Bid" ratio.

- Should be able to work across all phases of Business Development i.e. Market Development, Qualification of Opportunity, Strategy Development, Solution Development, Pricing, Orals, Due Diligence, Contract Negotiation.

- Create the proposal schedule and decide roles and responsibilities for team members.

- Defining and owning the bid response process starting from RFI / RFP receipt to submission and defense including

a) Evolving bid response and bid review process

b) Setting up a process for bid defense.

c) Directs usage of win themes to ensure continuity and consistency throughout the proposal.

d) Setting up a "War Room" Single point of contact for proposals and other sales requests for assigned business unit within

- Coordinate and build responses for RFPs, RFIs, RFO, with proposals and other relevant collaterals

- Produce tendering plans, establish the tendering team, and effectively coordinate the proposal development process with solution team, financial, legal, sales, procurement and other support functions

- Identify and create solution win themes in conjunction with client teams (Solution Architects, Client partners etc) to reflect in the client value proposition

- Organize the complete bid distribution logistics and facilitate the overall management approval processes for bids

- Lead complex multi-tower proposals and also guide peers on delivering high quality proposal responses

- Experience in similar presales / sales support work is mandatory

- Should have led Large Deals with values more $100+ Mn across multiple service lines

- MBA from a good business school with 13+ years of work experience

- Working with various stakeholders to manage the Defense Meeting

a) Interact with management personnel and facilitate appropriate reviews for smoother submission of proposal.

b) Maintaining a continuous feedback loop to ensure that learning from each bid is captured and applied in subsequent bids.

Managing a repository of bid responses Core competencies:

- Aptitude to plan & organize.

- Excellent project management skills with focus on process, structure, and organization skills.

- Excellent communication and negotiation skills.

- Flexible & Pro-active.