Lenovo

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.
• Analyze 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.
• 8+ years of progressive sales focused business experience in the information technology sector.