Why Work at Lenovo
Description and Requirements
This position is available in Buenos Aires, Argentina; Sao Paulo, Brazil and Ciudad de Mexico, Mexico
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
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.
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,
- 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.
- Ability to work as part of a global team which may require engaging across distances, cultures, and time zones in a matrix organizational structure.
- 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. MBA or equivalent is a plus.