Vaga de Deal Engagement Manager
1 vaga: | Publicada em 14/05
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Why Work at Lenovo
We are Lenovo. We do what we say. We own what we do. We WOW our customers.
Lenovo is a US$62 billion revenue global technology powerhouse, ranked #217 in the
Fortune Global 500, employing 77,000 people around the world, and serving millions
of customers every day in 180 markets. Focused on a bold vision to deliver smarter
technology for all, Lenovo has built on its success as the worlds largest PC
company by further expanding into growth areas that fuel the advancement of New
IT technologies (client, edge, cloud, network, and intelligence) including
server, storage, mobile, software, solutions, and services.
This transformation together with Lenovos world-changing innovation is building a
more inclusive, trustworthy, and smarter future for everyone, everywhere. To find
out more visit www.lenovo.com, and read about the latest news via our StoryHub.
Description and Requirements
As an Engagement Manager in our Solutions & Services Group, you will play a vital
role in supporting bid and proposal management for highly complex and custom (G3)
managed services deals over 30m TCV. Within this role, you play a vital role in
driving end to end progression through all sales stages, with a particular focus
on bid management. The Engagement Manager is a key role in the pursuit process,
with an objective to manage the pursuit to a successful outcome, applying project
and sales management methods, skills, best practice and tools. To be successful in
the role, you should demonstrate ability to work collaboratively with a range of
stakeholders and have a strong track record of bid execution and associated win
rate.
Responsibilities
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 landscape to 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 teams on
assigned deals.
Maintain regular cadence of calls and reviews, monitor progress 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.
Coordinate activities related to clarifications (CQs) and their responses, to and
from the client.
Engage with partner companies and subcontractors (as appropriate), facilitate
communication 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 Reviews and 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.
Qualifications
Bachelors Degree in business, project management or a related field. MBA or
equivalent is a plus.
Accomplished bid leader with demonstrable success managing IT services
opportunities in a fast-paced environment with tight deadlines,
Experience in managing and tracking multiple time-phased activities.
Strong project management and process application skills and knowledge. External
project management certification such as PMP from PMI or other project management
certification is preferred.
Ability to facilitate business activities including workshops to develop
compelling messaging and winning solutions that deliver client outcomes.
Familiarity with proposal management software and tools.
Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel), graphic design
and/or desktop publishing an advantage.
Excellent communication and interpersonal skills to effectively collaborate with
cross-functional teams.
Ability to work as part of a global team which may require engaging across
distances, cultures,
and time zones in a matrix organizational structure.
APMP Practitioner Certification or possession of skill set and experience to
acquire certification required.
10+ years of progressive sales focused business experience in the information
technology sector.