Locuz - Head - Bid Management

Description:

Job Title: Head - Bid Management

Reports To: Senior Director

Job Summary:

The Head - Bid Management will lead and manage the end-to-end bid structuring process for large and strategic opportunities within the Cloud, IT Infrastructure, and Managed Services divisions. This is an individual contributor role that requires strong cross-functional collaboration, strategic thinking, and extensive experience handling large deals ($50M+). The ideal candidate will bring a proven track record of managing complex bids, driving commercial excellence, and fostering relationships with key OEM and financial partners.

Key Responsibilities:

- Lead the bid structuring and response process for large strategic deals, ensuring commercially viable and competitive proposals across DC-DR, Cloud, and IT Infrastructure solutions.

- Develop comprehensive responses to RFPs/RFQs/RFIs, incorporating technical recommendations, OEM partnerships, cost estimations, and commercial constructs including buyback and negotiation strategies.

- Conduct detailed analysis of customer inventories for India and global RFPs; evaluate asset refresh cycles, buyback opportunities, and customer technology roadmaps.

- Build and sustain strategic relationships with OEMs and financial partners to craft innovative technical and financial solutions for large integrated bids.

- Design and implement financial models such as financial and operational leases, consumption-based pricing, net accounting, and sale-and-leaseback structures.

- Strengthen partnerships with key OEM alliances (e.g., Equinix, Digital Realty, HPE, Dell, Nutanix, Cisco) to deliver comprehensive, high-value customer solutions.

- Collaborate closely with Sales, Presales, Datacenter, Network, and End-User teams to finalize and validate technical and commercial requirements.

- Partner with Finance and Taxation teams to prepare customer pricing templates, financial assumptions, and commercial submissions.

- Drive standardization of price catalogs and benchmarks across OEMs to ensure consistency and competitive positioning.

- Maintain a strong understanding of industry trends, market pricing, and competitive landscapes to inform bid strategy.

Required Experience & Qualifications:

Experience:

- 8 - 10+ years of progressive experience in Bid Management, Commercial Management, or Strategic Deal Structuring within the IT Services industry.

- Proven track record in handling large enterprise deals (USD 50 million and above) across multiple verticals.

- Prior experience with top-tier IT service providers such as TCS, Infosys, Cognizant, Capgemini, Wipro, HCL, or equivalent.

- Strong exposure to Cloud, Datacenter, IT Infrastructure, and Managed Services domains.

- Demonstrated ability to develop complex financial and commercial models and lead negotiations with OEMs and financial institutions.

- Excellent communication, stakeholder management, and analytical skills.

Education:

- Bachelors degree in Engineering or Business Administration; MBA or equivalent qualification preferred.