Senior role within Bid and Proposal Management. Candidate plans and schedules proposal efforts for the larger, more complex client responses. Compiles sales information, technical solution descriptions, schedules and cost elements in the development of proposals. Coordinates team activities and participates in fact finding meetings with the sales and delivery teams, and clients as required. Participates as a member of the sales/solution team ensuring that a pursuit plan, win theme and solutions are developed, and that a complete offer is submitted on time and in compliance with both CompuCom and customer requirements. Creates sales focused, and technical solution content for the proposals to clearly and effectively describe our offerings. Creates supporting graphics and diagrams to enhance the solution descriptions.
Participates in Pre-Sales activities including: Customer Research, Deal Qualification preparation, collaboration with Business Units and interviews with the sales organizationDevelops a thorough understanding of the company's portfolio of offerings and the organization structure supporting the development, solutioning and transaction process around those offeringsDevelops an understanding of internal processes necessary to approve, submit and process opportunities in workflow systemsUnderstands IT operational models, including shared services, outsourcing, rightsourcing and brokered servicesMust have highly collaborative tendencies with a strong social dispositionHas experience of various bidding processes, Solicited, Unsolicited, automated/auctions etc and the impact to content style/type/approachExcellent written and verbal command of the English Language, grammar and common IT Infrastructure terms, acronyms and phrasesAbility to interview technical staff, develop datapoints and successfully message output with the consumer in mindProvides mentoring and training to peers and other colleagues within the organization.Excellent attention to detail and commitment to constantly overachieveEnjoys staying current on technology changes in the IT Services marketplace, develops a point of view on the differentiators between the company and its competitors.Builds proposals adding sales/technical writing, review of content supplied by other team members. Incorporating all materials into a cohesive solution/response.Supports other Team initiatives and projects in the area of tooling, automation, sales messaging consumption or collateral developmentABid & Proposal DevelopmentCan work independently or collaboratively with Solution Directors to identify Subject Matter Experts (SME's) required to develop Business Unit (BU) solution and cost for assigned opportunities.Deconstructs bid documents for assigned opportunities to segment requirements, data points and underlying business challenges in support of solution development and win-theme planningDevelops pursuit strategy with the Sales/Solution team. Determines timeline, resources and schedule required for producing a final proposal, which includes managing or leading team members and/or subcontractors.Leads bid process, displays leadership qualities in forming and managing diverse groups of individuals to meet a common goal often in challenging timescalesWorks with the Sales/Solution team to identify cost elements, win themes, identify and mitigate risk areas, and position the proposal for competitiveness and compliance.Comfortable with editing and fixing formatting, tables, charts and recreating documents with a fresh approachFacilitates the creation of Client Orals Presentation materials for assigned deals. Participates in Orals to present the CompuCom solution.Ensures the accuracy and timeliness of the solution opportunity data in CompuCom systemsDevelops content and/or underlying needs for new service offerings, and updates existing content as offerings mature/evolve.Uses Knowledge Management skills to contribute to content structure, consumption approaches and taxonomy. Should have experience of various industry applications for content management, quoting and biddingWill have experience of the Digital Transformation underway in the IT sctor as it pertains to Customers changing habits and preferences for information consumption. Be informed on topics including Interactive PDF's, Microsites, AI tools used to enhance content consistency and quality, etc.Communication SkillsClearly communicates verbally and in writingPresents information, instructions and ideas clearly and effectivelyMakes presentations that are organized, informative, concise and appropriate for audienceMaintain communications including regular meetings with leadership stakeholders regarding plans, decisions, changes, and other relevant informationCapable and confident of presenting to large audiences and to C-Level Stakeholders/ClientsProposal Management SkillsAble to perform and mentor customer research activities to assist in Vertical and Regional Sales business developmentStrong proposal writing ability (form, content, style)Strong project management skillsAbility to manage multiple initiatives (bids, projects, activities, requests) and prioritize and delivery in a timely fashion.Able to prepare proposals and presentations for standard offeringsAble to prepare proposals and presentations for standard and complex offerings for multiple lines of businessAble to determine appropriate win theme strategies and articulate this to Sales Executives and Solution DirectorsOperational SkillsDemonstrates knowledge of commitments (direct and implied and able to clearly articulate scope of services)Facilitates and manages issues to closure related to their scope of servicesExtrovert personality, develops strong business relationships within the organizationAbility to deal with ambiguous environments, apply knowledge in difficult or stressful situations and solve complex organizational/functional problems.Displays leadership skills necessary to support facilitation of large groups and moving discussion to tangible documented outcomesBusiness & Technology AcumenUnderstand CompuCom's Service Profile and Related Technologies used in Service DeliveryDemonstrate understanding of the IT Managed Services/Outsourcing industry and competitive trends impacting the clientGeneral knowledge relating to Business Transformation topics as they relate to a customers evolving IT strategyBasic knowledge of IT services Business Development activities, Sales Cycle, typical documentation needs etcBasic knowledge of core Microsoft Office Tools (Excel, Powerpoint, Word, Visio, Project) and Adobe Acrobat, SharepointIntermediate capability to navigate, use and report within SalesForce.comBasic skills with Graphics and Design packages or Strong Content Management Toolsbility to facilitate the collaboration with multiple vendors/subcontractors to meet CompuCom's Proposal and solution objectivesQualifications
Bachelor's degree in Computer Science, IT, Media, Business Studies, Marketing or equivalent experienceMasters Degree in Marketing or Business Studies or equivalent experienceManagement of Large Teams (FT or Project) and budget experience to support group P&LMinimum 10 years of experience of working with Sales development teams ideally by leading small team in the production of client facing content, proposals and/or marketing programs and/or Reporting, Forecasting and AnalysisMinimum 3 years of experience of working with Sales development teams ideally by producing client facing content, proposals and/or marketing programsKnowledge and competence with Ariba and other Bid response ToolsBackground in ITIL, Service Management, IT Management, IT Outsourcing, Service Design#L1-MX1
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