Founder and Consultant at HummingSun Consulting
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Bid Manager - Pre sales - Software Firm (8-15 yrs)
The Bid Manager is a key global role that sits at the heart of our Pre-Sales process, supporting:
- New Prospects (New Logos)
- Large Renewals Enablement
- Upsell / Cross-Sell
Stakeholder Management
- Identifying and developing trusted relationships with the sales team and other internal stakeholders, providing an end to end support on all opportunities & in identifying strategic business opportunities, in order to strengthen the pipeline
- Responsible for negotiations and conflict management
Bid Handling
- Responsible for managing end to end & timely delivery of global RFP/RFI/RFQ/Proactive Offers
- Analyse customer's functional, commercial and technical requirements / compliances
- Assembly of the Bid/Offer Team with clear assignment of responsibilities and timeline
- Liaising with company functions
- Driving relevant meetings such as pre-kick-off (strategy), kick-off, governance, sign-off meetings
- Reviewing, consolidating & submitting the winning and comprehensive proposals that present technologically compelling and economically viable propositions to the customer
- Maintaining updated data on internal repositories
- Support in the delivery of presentations & demos
- Support and coordination during defense and negotiation phase
- Tracking the Win/Loss and conducting analysis
Onboarding Support
- Answering qualification/onboarding questionnaires from customers & partners
- Providing standard company & product documentation (Capability Collaterals) & compliances
- Supporting sales in agreement processing (SoW etc.)
Business Development
- Providing intelligence to the sales team, to help them better understand the prospects and market
- Gathering and analysing data from various search engines, sales intelligence tools, analyst reports etc.
- Performing market analysis (territory, industry etc.)
- Responsible for strategic account planning (detailed client overview) for the key accounts
- Performing key competition analysis (battle cards)
- Working on special assignments, on request from the sales teams
Experience
- Strong pre-sales, bid management, business development background of 8 - 15 years
- Significant experience of managing complex bids
- Good secondary research skills
- Pipeline planning and forecasting
- Knowledge of CRM, SharePoint
- Post-graduation or professional certifications holders will be preferred
- Pre-Sales - product / software sales experience will be preferred
Business Acumen
- Awareness of the current market landscape to stay abreast of best practices and be able to build evolved solutions / proposals
- Ability to understand the customer's needs in line with the business requirements
- Understanding of end-to-end processes and flow of business
- Ability to prioritize the tasks and deliver assigned task per deadlines
Soft Skills
- Exemplary communication skills and presentation skills (both verbal and written)
- Flexibility in work and approach
- Positive intent and attitude
- Strong focus on speed, delivery and accuracy
- Ability to work with cross-cultural teams
- Self-initiated, drive and zeal for continuous improvement
- Strong influencing skills to be able to build relations
- Ability to work under pressure & tight, extended and overlapping timelines
- Critical thinking and planning skills
- Able to work with minimal supervision
- Ability to work in shifts
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