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.
Analyse 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 landscapeto 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 teamson assigned deals.
Maintain regular cadence of calls and reviews, monitorprogress 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.
Coordinateactivities related to clarifications (CQs) and their responses, to and from the client.
Engage with partner companies and subcontractors (as appropriate), facilitatecommunication 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 Reviewsand 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.
