Presales Team Lead

Presales: Lead Presales (Content)

Job Description

Should be able to work across all phases of Bid Management, i.e., bid qualification of opportunity, solution discussion, estimation and pricing, bid defense presentations, due diligence, and contract management.

● Managing and coordinating the end-to-end bid process

o Independently manage strategic bids/RFPs/tenders of value above $100,000

o Create the bid schedule plan and identify the right skills needed from the functional team to work on the bid solution

o Create RACI and assign roles and responsibilities to various internal stakeholders involved in the bid process

o Define and own the bid response process, starting from RFI / RFP receipt to submission and defense, including

o Organize a pre-bid meeting with the bid team and review team to communicate the response theme and assign responsibilities to various bid team members

o Coordinate with the bid response team for responses and act as the point of contact for the bid team

o Organize and drive bid reviews with senior management

o Ensuring on-time bid submission

● Bid response

o Draft the bid response document (proposal)

o Drive estimations with the functional team and prepare bid

o Workout the P&L for pricing quote to be submitted for the bid

● Managing the post-bid process including

o Organize a Bid Defense team

o Define agenda for the Bid Defense meeting to ensure that the correct message is conveyed to the prospect during the presentations

o Put together a “Bid Defense pack” which includes Defense Presentation and other collateral in line with the bid response theme

o Work with various stakeholders to manage the Defense Meeting

● Maintain a continuous feedback loop to ensure that learning from each bid is captured and applied in subsequent bids

● Other responsibilities

o Manage a repository of bid responses

o Create sales collaterals such as service capability presentations, whitepapers, case studies

o Train junior team of Business Analysts and oversee their work

o Contribute to process and quality improvements in the bid response process based on prior bid management experience

Mandatory Requirements:

● Relevant work experience in IT / ITeS Industry mandatory

● Ability to work successfully in a dynamic environment with competing priorities

● Ability to work with cross-functional teams on each bid/tender

Core competencies:

● Prior of knowledge of E-learning/Ed-Tech domain in content/publishing services will be an added advantage

● Strong oral and written communication skills are crucial

● Aptitude to plan & organize

● Excellent negotiation skills

● Flexible & Pro-active

● Good team player

Skillset Requirements:

● Strong MS office skills MS Word, MS Excel, MS PowerPoint and Google docs, Google sheets, Google slides is mandatory

● Good analytical skills to understand customer needs and requirements