Head - Presales & Bid Mgmt - BI & Analytics

Dell Services is hiring Head, Presales and Bid management; BI and Analytics

Grade- MD

Job Description

Head of presales and bid management is responsible for addressing all needs around solutioning, bid management, and all other presales activities concerning BI and Analytics. S/He will be working very closely with Service Line Practitioners (specialist sales) aligned to BI and Analytics, Individual practice leaders and BI and Analytics Delivery organization to ensure effective solutioning and bid management leading to higher win rates. S/He will be responsible for clearly defined processes, SLA driven outcomes and adherence to all concerned organizational policies and mandates.

Job Responsibilities

- Own and lead all solutioning and bid management requirements for BI and analytics opportunities; Bid Management team leads and owns the BI solution, estimates/ramp up, proposal/ SOW for an opportunity

- Define, establish and own a robust structure and process for the whole solutioning and bid management cycle with clearly defined roles, responsibilities and internal SLAs

- Lead a team of 5+ members across presales and bid management; review and manage their competencies on a periodic basis for any re alignment for efficient and effective outcomes

- Create required presales materials in conjunction with CoEs/Practices/Delivery teams as relevant

- Own and lead all relevant organizational review and approval mechanisms and provide inputs/justifications etc as required to all stake holders

- Manage the DGR process for Business Intelligence and Analytics

- Go beyond bid management and proactively create opportunities by leveraging primary and secondary research and assist SLPs in targeting right revenue generating opportunities

- Own and maintain response repositories – RFI/RFPs, responses incl. ramp ups and estimates; follow up on outcomes of submitted responses with SLPs and ensure documentation of the learnings

- Lead physical and virtual “war rooms” as required

- Establish robust mechanism of proof reading to avoid typographical errors, plagiarism, etc. and drive standardization and re use where appropriate

- Participate, support and own when required all other presales activities including

- Customer visits (onsite and offshore)

- Customer meetings/workshop

- Account growth labs organized by account teams

- Proof of concept and other demonstrations, Road shows at customer site etc.

- Assist in account planning

- Some of the key parameters for success measure would be – Meet or exceed presales targets, deal closure ratio, bid-win ratio, quality and relevance of solutions provided, Stake holder satisfaction, etc.

Profile of a desired candidate

- Minimum of 8-10years of experience in presales activities / business development / customer relationship/Sales / Practice development or a combination there of (preferably in IT services industry)

- Demonstrable experience in construction of solutions for RFI/RFP/quotation/ramp up/pricing methodologies, etc.

- Deeper understanding of BI and Analytics services is an added plus

- Demonstrated abilities in building and managing teams, demonstrated training and mentoring skills

- Good communication and relationship building skills; excellent presentation skills

- Strong process orientation with abilities to work under tight deadlines in a systematic manner

- Bachelor’s degree in a technical discipline preferably. MBA is an added advantage.

Location - Bangalore

Kristal Kaul