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Summary
Manages the bid submission process and bid team personnel from initial contact through contract signing; places particular emphasis on establishing the trading terms and conditions. Manages bid/capture schedule and deliverable quality to ensure timely and complete bid delivery. Assesses and addresses the effectiveness of the win strategy, ensuring on-going focus on opportunity qualification and the development of a coherent proposition. Integrates market research, incorporates organizational goals and environmental factors to develop a business case for bid decisions for in-scope pursuits of moderate to high complexity.
Essential Job Functions
Understands and manages the opportunity through the Sales Framework, ensuring compliance with company processes and corporate policies. Works at the strategic level to maintain perspective across the entire bid/capture process. Supports sales / coverage teams and solution leadership to define the strategy, win themes and value proposition.
Assembles required resources/skills for bid/capture team. Brings people together and maintains team motivation through the demands of the bid/capture process. Manages interdependencies between multiple and multi-disciplinary teams to develop a high quality solution and proposal that meets client objectives and showcases company apabilities.
Manages pursuit efforts including strategy development, pursuit planning, presentations, concepts, visit reports, draft specifications, customer responses, internal coordination, and periodic reviews. Establishes and achieves deal timelines, approvals, governance and cadence.
Gathers information from government agencies and/or commercial organizations regarding need for work in the design, installation, operation, or maintenance of software development or systems integration products.
Develops and evaluates a business case for moderate to complex executive management bid decisions.
Engages with and develops trusted relationships with key clients (as appropriate) and company thought leaders to ensure deep understanding of the nature of the deal and the client requirements. Acts as the primary conduit for the bid team. Assesses and interprets client\xe2\x80\x99s requirements and ensures the win strategy, win themes, basis for qualification and competitive analysis are appropriate for the type and size of opportunity.
May develop complex price models for assigned request for information (RFI) and request for proposal (RFP).
Contributes to negotiations with the client and supports the process through to the signing of the contract. Helps to manage client-driven review activities, due diligence, negotiations and close out phases, including knowledge management and win / loss reviews. Provides assistance with and background information on the proposal to assist with closing the deal.
Selects and hires employees. Trains and evaluates employees to enhance their performance, development, and work product. Addresses performance issues and makes recommendations for personnel actions. Motivates and rewards employees including providing salary increases within allocated budgets and company guidelines.
Prepares, recommends and oversees development of operating and personnel budgets. Monitors spending for adherence to budget plans, develops and recommends variances.
Basic Qualifications
Bachelor\'s degree or equivalent combination of education and experience
Master\'s degree in business administration or related field preferred
Twelve or more years of bid/capture management or related experience
Eight or more years of leadership or supervisory experience
Experience working with company products and services, delivery assurance, and industry standards on deliverables
Experience working with the technology industry
Other Qualifications
Good strategic management and planning skills
Strong communication skills to interact with and persuade team members and customers
Strong interpersonal, leadership and presentation skills for interacting with bid team members and clients
Strong analytical and problem solving skills
Ability to understand and identify with client business and its corresponding business conditions
Ability to translate understanding of client business and needs into company service offerings to improve client\'s business
Ability to create and maintain formal and informal networks
Ability to adapt and succeed in a changing environment
Ability to produce high quality work products under pressure and within deadlines
Ability to handle multiple tasks simultaneously and switch between tasks quickly
Ability to work in a team environment
Work Environment
May require work outside of regular business hours
Office environment

Dedalus