Lenovo

As a Deal Engagement Manager in our Solutions & Services Group, you will play a vital role in supporting bid and proposal management for highly complex and custom  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

• 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.
• Analyze client requirements to inform internal messaging and positioning in support of a qualification decision.
• 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.
• Manages the pursuit through each sales stage, ensuring end-to-end compliance with the current company processes, corporate governance, and engaging stakeholders.
• 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.

Qualifications

• 10+ years of progressive sales focused business experience in the information technology sector.
• Accomplished bid leader with demonstrable success managing IT services opportunities in a fast-paced environment with tight deadlines,
• 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.
• Familiarity with proposal management software and tools.
• A PMP Practitioner Certification or possession of skill set and experience to acquire certification required.
• Bachelor’s degree in business, project management or a related field.