Advisor Bid/Capture Management

Job description

·  Job Description:

Summary

Participates in and may lead the bid submission process from initial contact through contract signing; places particular emphasis on establishing the trading terms and conditions. Provides leadership and guidance to the bid team and manages bid/capture schedule and deliverable quality. Assesses and addresses the effectiveness of the win strategy, ensuring on-going focus on opportunity qualification and the development of a coherent proposition. Conducts market research, incorporates organizational goals and environmental factors to develop a business case for bid decisions for in-scope pursuits of low to moderate complexity.

Essential Job Functions

·  Understands and leads the opportunity through the Sales Framework, ensuring compliance with company processes and corporate policies. Supports sales / coverage teams and solution leadership to define the strategy, win themes and value proposition. Plays the role of challenger to the bid/capture leadership team.
·  Markets government agencies and/or commercial organizations regarding need for work in the design, installation, operation, or maintenance of software development or systems integration products.
·  Conducts pursuit efforts including strategy development, pursuit planning, presentations, concepts, visit reports, draft specifications, customer responses, internal coordination, and periodic reviews. Establishes and achieves deal timelines, approvals, governance and cadence.
·  Participates in the development and evaluation of a business case for moderately complex executive management bid decisions.
·  Engages with and develops trusted relationships with key clients (as appropriate) and company thought leaders to ensure deep understanding of the nature of the deal and the client requirements. Acts as the primary conduit for the bid team. Assesses and interprets client’s requirements and ensures the win strategy, win themes, basis for qualification and competitive analysis are appropriate for the type and size of opportunity.
·  May develop moderately complex price models for assigned request for information (RFI) and request for proposal (RFP).
·  Researches and makes presentations on new market areas. Analyzes the competitive environment and future trends and develops recommendations based on findings.
·  Coordinates bid/capture team resources and interdependencies between multiple and multi-disciplinary teams to develop a high quality solution and proposal that meets client objectives and showcases company capabilities.
·  Contributes to negotiations with the client and supports the process through to the signing of the contract. Acts as facilitator of client-driven review activities, due diligence, negotiations and close out phases, including knowledge management and win / loss reviews. Provides assistance with and background information on the proposal to assist with closing the deal.
·  Provides leadership and work guidance to less experienced personnel. Works at the strategic level to maintain perspective across the entire bid/capture process to provide direction. Brings people together and maintains team motivation through the demands of the bid/capture process.

Basic Qualifications

·  Bachelor's degree or equivalent combination of education and experience
·  Bachelor's degree in business administration or related field preferred
·  Nine or more years of bid/capture management or related experience
·  Experience working with company products and services, delivery assurance, and industry standards on deliverables
·  Experience working with technology industry

Other Qualifications

·  Good communication skills to interact with and persuade team members and customers
·  Good interpersonal, leadership and presentation skills for interacting with bid team members and clients
·  Good analytical and problem solving skills
·  Ability to create and maintain formal and informal networks
·  Ability to work in a team environment
·  Ability to adapt and succeed in a changing environment
·  Ability to produce high quality work products under pressure and within deadlines
·  Ability to handle multiple tasks simultaneously and switch between tasks quickly
·  Ability to work independently and in a team environment

Work Environment

·  May require work outside of regular business hours
·  Office environment