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    Deal Engagement Manager - São Paulo, Brasil - Lenovo

    Lenovo
    Lenovo São Paulo, Brasil

    há 2 semanas

    Default job background
    Tempo integral
    Descrição

    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.
    • Additional Locations : * Brazil - São Paulo - São Paulo * Brazil - São Paulo - Sao Paulo * Brazil * Brazil - São Paulo * Brazil - São Paulo - São Paulo , * Brazil - São Paulo - Sao Paulo
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