Lenovo

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.