Bid Director

Job description

Nordics – Finland
About Capgemini:
With almost 140,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2013 global revenues of EUR 10.1 billion. Together with its clients, Capgemini creates and delivers business and technology solutions that fit their needs and drive the results they want. A deeply multicultural organization, Capgemini has developed its own way of working, the Collaborative Business ExperienceTM, and draws on Rightshore®, its worldwide delivery model. Learn more about us at www.capgemini.com.
Rightshore® is a trademark belonging to Capgemini.
About Infrastructure Services:
The Infrastructure Services business unit reflects this joined up approach combining Capgemini’s consulting, infrastructure build and run capabilities and the provision of cloud based services in an integrated global sales and delivery model. With a turnover of EUR 1.3 billion, the group provides infrastructure outsourcing services, including date centre, helpdesk and network support, as well as providing service integration and service maintenance support. The group also provides infrastructure transformation services, helping clients to virtualise and optimise their estates.
Finally, the group also provides infrastructure cloud services with offerings including messaging as a service and infrastructure as a service. With the rapid growth in demand for data storage and access, and the impact of the growth cloud based models, all of these areas are growing fast and the group is positioned to be a significant growth engine for Capgemini. This potential is underpinned by Capgemini’s significant recent investment in Merlin, a market leading environmentally considerate data centre which provides cost-effective, secure, resilient, flexible services.
In order to drive the growth agenda in the Infrastructure Services business unit, Capgemini is seeking to recruit a Bid Director to help our Senior Strategic Sales Leads sell the value and benefits of our offerings to existing and prospective clients at Board or Senior Management levels.
The Bid Director will play a key role within the Global Business Development team, in managing and developing winning bids. They will be responsible for owning the end-to-end management for a bid working under the guidance of our Senior Strategic Sales Leads. This role is responsible for leading the overall bid through initial conception to negotiation and contract signature under the leadership of the Sales Lead.
This is a customer facing role, working with and/or deputising for the Sales Lead in managing the relationship with the customer, managing the bid team deliverables, constantly addressing the effectiveness of the win strategy, maintaining an on-going opportunity qualification and a coherent proposition with the main focus on successful deal closure.
The Bid Director plans and directs the process for our strategic, major bids and is responsible for the quality and consistency of all proposals, presentations and client facing material as well as managing the internal governance processes where applicable. Identifies areas of development and improves the Bid Management service provided to the Sales, Opportunity and Account community. Analyses bids/proposals at all stages, ensuring that the overall solution optimises the client's chance of success. Sets up overall strategy for the bid team including pre-sales activities in co-operation with cross-discipline and onshore colleagues for qualification meetings, presentations and proposal presentations.  Accountable for the overall quality of response to the client.
 
Direct and formalise bid process, including budget, resourcing and administration.
Leverage value drivers fitting with client and opportunity situation, develop value messaging and positioning based on joint value creation and develop a proposition plan mapping value drivers/targeted units/phasing/resources (including use of partners).
Evaluate risks and direct risk management.
Ensure overall consistency of the bid strategy and anticipate critical success factors. 
Select the right profiles for the bid team (Solution Executive/Solution Architect, Risk Manager, Commercial Manager, Industry Specialist, Sales Operations) and lead/mentor the team. 
Address complex issues involving interactions up to client executive and internal executive level.
Manage the escalation process with large bids, including communication with Sales Operations and Sales Management team.
Master project management, meetings and negotiations techniques.
Drive the quality of the proposition both written and presented at orals.
Key Performance Indicators:
Compliantly meeting client deliverables.
Accurate monthly forecast of costs.
Managing assigned bids to budget.
Directing onshore and offshore resources.
Meeting annual sales target.
 
Extensive experience of Bid Management experience across multiple industries, preferably in the private sector and with international bid experience.
Proven track record of successful bids.
Strong business acumen and commercial awareness. 
Good understanding of the competitor landscape.
Good understanding and the ability to lead on contractual and legal issues.
Good understanding of ARD regulations.
Ability to lead and motivate bid teams with authority and respect.
Excellent communication skills – experience of dealing with and presenting at senior/board levels within a customer. 
Track record of managing a large team across a matrixed organisation, including off-shore teams.
Excellent planning and organisational skills. 
Highly motivated and demonstrates initiative.
 
Successful track record of managing major deal(s) of £50M+.
Strong business acumen, management/P&L knowhow.
International bid experience.
Ability to successfully influence internal and external stakeholders.
Full flexibility and mobility.  
Excellent English communication skills, both written and verbal.
Good working knowledge of an additional European language would be advantageous, eg French, German, Spanish.