SOLUTION MANAGER - PRESALES L3

Job Description

Role Purpose

The purpose of this role is to help build pipeline by effectively understanding client requirements and liaising with internal functions/stakeholders to prepare a winning solution by leveraging the capabilities within D&OP for the client.

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Do

• Prepare a winning solution for the fulfill the requirements of the client

Requirement Understanding, Data Gathering & Solution Design

Engage with the customers, understand and interpret their needs correctly, and churn out a proposal with a solution that is aligned with the customers' demands/requirements

• Engage with clients or sales team to understand the purpose of the proposal, the requirements and expectations of the client

• Lead and prepare the RFP/RFI/RFQ responses and presentations. Write, edit and finalize each section of a proposal, ensuring the content matches the RFP

• Ensure RFP instructions pertaining to format, fonts, page limits, etc. are being followed along with internal branding guidelines

• Performs final electronic layout and formatting as well as production of hard copies as required

• Follow up with sales team post submission of RFP response

• Co-ordination and Support to Internal Teams

Coordinates with partners to request and collect relevant data and inputs or other narratives to respond to proposal requirements

• Work with sales team proactively and provide support for 2nd and 3rd level customer meetings.

• Prepare a list of questions and of information/material needed to create the proposal

• Include standard or approved proposal language for legal sections according to company policy

• Write the proposal and/or coordinate with team members to ensure each section is written in a consistent format and completed according to the RFP instructions

• Work with internal marketing team and external vendors for the purpose of proposal creation

• Support the marketing team and create specific client dockets, collaterals, mailers etc.

• Support the demand generating team of the marketing department by providing them lists of the accounts, stakeholders etc. that can be targeted

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• Effective Project Management

Effectively and efficiently plan, organize, lead and control the delivery of the final solution/proposal/document

• Prepare a work plan that lists the tasks required to create the proposal, such as design, writing, editing, review and production

• Uses strong interpersonal, organizational, and time management skills to juggle multiple tasks with differing deadlines to consistently produce the document

• Collaborate and influence internal key stakeholders to get relevant data within the specified timeline to ensure relevant data in plugged into the solution

• Ensure promptness and compliance of proposals by creating and managing proposal calendars, compliance checklists, compliance matrices, trackers, etc.

• Oversees collection and completion of all proposal components (technical, cost, management, annexes) working in collaboration with internal teams, as well as partners.

• Follow up with relevant stakeholders/teams to get feedback and revisions and ensure that the proposal development stays on schedule.

• Update the sales team and other stakeholders on a regular basis on the progress of the proposal

• Stakeholder Interaction & Management

Work with internal teams and get relevant data/inputs for preparing documents such as RFP responses, capability demonstrations, client presentations and collaterals, participating in the customer calls to sell solutions etc.

• Collaborate with relevant stakeholders/teams to get feedback and make revisions to ensure that the proposal stays relevant to the needs throughout various proposal stages

• Ensures communication among all parties throughout the proposal process

• Identifies bottlenecks in the process escalating accordingly to higher level, as necessary, to ensure timetable and deliverables remain on track

• Reach out to the below mentioned internal teams during proposal creation:

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Deliver

No.
Performance Parameter
Measure

Process & Performance:

Zero non-conformance on timelines with respect to the client/ stakeholder requirements

%Winning solutions created

Support on pipeline generation

Client
No. of RFP/Proposals/Solutions submitted

%conversion rate from proposal to contract

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