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Deal Engagement Manager
4 meses atrás
Description and Requirements
As an Engagement Manager in our Solutions & Services Group, you will play a vital role in supporting bid and proposal management for highly complex and custom (G3) managed services deals over 30m TCV. Within this role, you play a vital role in driving end to end progression through all sales stages, with a particular focus on bid management. The Engagement Manager is a key role in the pursuit process, with an objective to manage the pursuit to a successful outcome, applying project and sales management methods, skills, best practice and tools. To be successful in the role, you should demonstrate ability to work collaboratively with a range of stakeholders and have a strong track record of bid execution and associated win rate.
Responsibilities
Deal Qualification, Shaping and Strategy
Drive sales and solution strategy development, deal qualification and application of best practice sessions, facilitating these for each assigned engagement. Focus on opportunity construct and qualification parameters in support of continual qualification. Analyze client requirements to inform internal messaging and positioning in support of a qualification decision.Client Engagement
Develop Total Cost of Ownership (TCO) business case for the client engagement. Develop a deep understanding of our products and services, target market and competitive landscape to deliver proposals that highlight our unique value proposition. Develop a strong understanding of the client context, footprint and strategics objectives, ensuring these are reflected across all communications and proposal documentation. Work with Sales Leaders to facilitate application of a “relationship sales” methodology to help build and enhance Lenovo/Client relationships, aligning procurement objectives and timeline with the client, and supporting the wider account team in this process. Own formal communication channels with the client. Work collaboratively with the pursuit team to organize, prepare and run real time client engagement.End to End Bid Execution
Manages the pursuit through each sales stage, ensuring end-to-end compliance with the current company processes, corporate governance, and engaging stakeholders. Lead multi-disciplinary, geographically disperse, high-performing bid teams on assigned deals. Maintain regular cadence of calls and reviews, monitor progress and manage priorities, risks, and issues across assigned deals. Maintain accountability for the detailed bid plan, identification of staffing and associated budget estimation communication, replanning, progress tracking, achievement of milestones & win strategy. Coordinate activities related to clarifications (CQs) and their responses, to and from the client. Engage with partner companies and subcontractors (as appropriate), facilitate communication with bid team members. Manage and collaborate closely with the Proposal Manager to drive the development of winning, compelling, and compliant bid responses with timely submission to customer timeframes Actively engage in all gate reviews throughout the deal flow, including Deal Qualification Review, Technical Certification, Deal Review, Contract Review, Win/Loss Reviews and Solution Handover. Ensure timescales are achieved at each step of the bid process, including all internal governance, while taking the initiative in setting realistic deadlines.Continuous Improvement
Maintain current knowledge of industry best practices, proposal trends and evolving client demands. Seek feedback from sales teams, clients, and internal stakeholders to improve bid execution quality, effectiveness and win rates. Identify opportunities to streamline and automate the bid execution process. Contribute to the development and enhancement of proposal templates, tools & resources.Qualifications
Bachelors Degree in business, project management or a related field. MBA or equivalent is a plus. Accomplished bid leader with demonstrable success managing IT services opportunities in a fast-paced environment with tight deadlines, Experience in managing and tracking multiple time-phased activities. Strong project management and process application skills and knowledge. External project management certification such as PMP from PMI or other project management certification is preferred. Ability to facilitate business activities including workshops to develop compelling messaging and winning solutions that deliver client outcomes. Familiarity with proposal management software and tools. Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel), graphic design and/or desktop publishing an advantage. Excellent communication and interpersonal skills to effectively collaborate with cross-functional teams. Ability to work as part of a global team which may require engaging across distances, cultures, and time zones in a matrix organizational structure. APMP Practitioner Certification or possession of skill set and experience to acquire certification required. 10+ years of progressive sales focused business experience in the information technology sector. Additional Locations : * Brazil - São Paulo - São Paulo * Brazil - São Paulo - Sao Paulo * Brazil * Brazil - São Paulo * Brazil - São Paulo - São Paulo , * Brazil - São Paulo - Sao Paulo