Role Proficiency:

Manage business proposals end-to-end working closely with Client Partners Delivery Leaders and Services for small to medium sized deals and for which existing solutions that can be replicated might exist.

Outcomes:

End-to-end management of proposals including organizing planning tracking the bid and working closely with sales account services and other functions to prepare a compelling proposal response Understand customer requirements & business problems and drive the pursuit discussions towards building a winning proposal Organize pursuit discussions war rooms and discussions with other support functions like HR Legal and Finance to complete the proposal response on time with quality Work confidently with other stakeholders within the organization Provide regular status updates to the sales leadership highlight issues and challenges to ensure timely intervention Final formatting and packaging the bid response documents for submission

Measures of Outcomes:

      # RFPs responded       # RFPs won       Feedback from internal stakeholders       Review and rework required on RFP responses

Outputs Expected:

Bid Management:

Organize
plan and track the proposal end-to-end

Proposal Writing:

Prepare relevant
customized responses for proposals. Work with Services
Sales and other functions to get the right content/inputs

Quality:

Ensure all deliverables are reviewed and signed off by designated function heads and the final package is ready for submission before deadline

Stakeholder Management:

Effectively manage stakeholders and drive the pursuit aligned to defined win themes and differentiators Get things done by other associates who are not in the reporting line

Teamwork:

Drive proposal conversations towards common goal

Skill Examples:

Ability to write sales content from scratch relevant and customized to client requirements Ability to drive pursuit discussions to define win themes and differentiators to create a winning bid Ability to organize plan and track bid management activities get the necessary inputs from different stakeholders and stitch together to form a compelling response

Knowledge Examples:

A strong Pre-sales background Proposal writing skills Certifications like APMP will be an advantage

Additional Comments:

Independently manage business proposals end-to-end working closely with Technical Teams, Client Partners, Delivery Leaders and Services for large deals. Job Description Key Activities 1. Drive the entire bid life cycle (Go/No-Go to Contracting) with a clear focus to maintain a high win ratio. 2. Work with the Sales lead to develop a clear win strategy for each bid and ensure win themes are clear and compelling. 3. Review all requirements of RFPs/RFIs/RFQs and liaise with relevant stakeholders to develop a solid response. 4. Create a bid planning tracker, schedule and decide roles and responsibilities for team members, managing the bid kick-off call, tracking and follow up, perform timely resolution of issues. 5. Be the SPOC for the RFP Lifecyle - Collaborate with cross functional teams for creating / collating inputs from all the stakeholders, review, approvals, sign offs - such as Pre-sales architects, Solution Architects, Customer Engineering, Legal, Finance, Cluster Heads, Delivery, Information Security, HR, IT teams to develop proposal responses that lead to winning new business. 6. Collaborate with partner ecosystem to get the required responses, solution and pricing options build the solution. 7. Make sure the proposal / response documents are in line with the RFP requirements and timelines, at the same time maintain CyberProof standards. 8. Final formatting and packaging the bid response documents for submission 9. Proactively identify any potential risk to the bid management process and raise appropriately 10. To identify and implement bid management standards and process improvements throughout the team, including templates to drive replication and scalability 11. Knowledge Management - Prepare, update and maintain the existing internal repositories with proposal templates, credentials, case studies and proposal re-usable components. 12. Sales / Orals Presentation - Co-ordinate and plan all client presentations required as part of sales process. 13. Drive continuous improvement, through post-bid reviews, both internally and with customer 14. Be Proactive and accountable for the entire sales life-cycle 15. Work and manage people across teams / geos Experience & Qualifications Required 1. A strong Pre-sales background 2. Bid / Proposal Management 3. Proposal writing 4. Proficient in MS Word, PowerPoint 5. Knowledge Management 6. Stakeholder Management 7. Certifications like APMP will be an advantage About UST Global www.ust-global.com UST Global is a technology partner dedicated to transforming businesses, communities, and the people who live within them. Operating in 25 countries, we deliver future-ready digital transformation strategy services, products, and platforms that create new possibilities and help you imagine what’s next in banking and finance, healthcare, retail, manufacturing, semiconductor, technology and media. But what matters most is the deep partnership we forge with you to solve the unique challenges you face today, while preparing you for tomorrow.