Xerox IT Services Bid Manager in United States
The IT Services Bid Manager is responsible for supporting the capture of qualified deal opportunities. The Bid Manager brings knowledge and bid management expertise to help orchestrate and enable deal wins in both competitive and non-competitive proposal situations, and leads domestic, global or public sector deals through successful capture.
The IT Services Bid Manager is accountable for leading services proposals with a global total contract value (TCV) of >$1M and often greater than $3M in expected total contract value. The IT Services Bid Manager is able to manage multiple opportunities simultaneously.
Provides project management and consultativesupport to deal teams by leveraging a diverse experience across all facets ofdeal management and best-in-class bid management processes to captureprofitable IT services opportunities.
Leads all proposal development processes,including the drafting and assembly of bid responses.
Ability to pressure test and validate that Xeroxhas an appropriately tailored value proposition and compelling win strategy oneach deal Xerox pursues that meets true customer needs and differentiates Xeroxfrom competitors leading to significantly increased win rates.
Engages internal and external business partnersas needed in effectively facilitating any discussions including tollgatereviews on each deal to ensure timely and effective proposal development andopportunity capture.
Ensures adherence to deal capture processes andpractices as appropriate, including effective communication with core andextended team members, pressure testing the solution and economics for fit andcompetitiveness and risk management on each deal.
Ensures that all proposals are compliant,compelling and competitive.
Helps assemble and lead virtual deal teams,including sales professionals, functional experts, solution architects, servicetransition - and service delivery professionals, pricing and/or commercialexperts, legal and other SMEs
Develops best-in-class proposals, includingallocating specific tasks and responsibilities to virtual team members andinspecting team work products to ensure quality control, consistency andclarity of key messages and is accountable for the overall quality of the finalproposal
Ensures robust qualification and win strategydevelopment to include competitive analyses, Schedules and facilitatestollgates in line with Xerox’ Bid Management Pursuit Process (BMPP)
Ensures comprehensive risk management assessmentis utilized where appropriate during each tollgate in line with polices andcorporate requirements
Develops and manages the bid development projectplan, including setback schedules, to ensure all internal, partner and customerdeadlines are met with sufficient time allowed for ensuring iterations and highquality work output
Facilitates team collaboration and constantlyimproves the quality and inter-working of the stakeholder groups within the bidprocess
Contributes to ongoing process improvements andprovides input to the development of best practice, repeatable bid managementprocesses
Effective maintenance and management of all dealrelated communication vehicles including the Salesforce.com (SFDC) record,tollgate decks, meeting notes, deal workbook/CAD.
Proactive planning and managing of thecontracting process including early identification of the commercialgoals/levels for each deal to maximize win probability and margin potential
Experienced in deal pursuit and success and/oroutsourcing key areas of a business
Familiar with selling services valuepropositions
Experience of successfully facilitating diverseteams in projects for formulating, pricing and implementing integrated businesssolutions
Proven ability for rapid and creative problemsolving
Proven ability to negotiate internally andexternally across all levels of engagement
Handles multiple demands and competingpriorities with minimum direct supervision; Conveys a sense of urgency anddrives issues to closure; Exhibits high level of commitment, initiative andenthusiasm.
Shows commitment to team, and contributes fairshare to work efforts; Builds effective work relationships.
Expresses ideas clearly and concisely throughemail, presentations, teleconferences.
Demonstrates thoroughness and attention todetail, and completes assignments with a high level of accuracy; Focuses oncontinuous improvement in all aspects of the job.
Ensuring accuracy and compliance to customerrequirements.
Learn more at www.xerox.com and explore our commitment to diversity and inclusion! at https://www.xerox.com/en-us/jobs/diversity
Qualifications (Skills, Knowledge, Education, Certifications)
APMP foundation accreditation strongly preferred.
Shipley training or familiarity preferred.
Relevant college degree or professional training/certifications.
Minimum of 5 years’ experience within capture management for ITservices-related engagements.
Advanced expertise in the use of Microsoft Office 365 Suite
Master proficiency in use of Microsoft Wordincluding, styles, headers/footers, page numbers, sections, table of contents,general formatting, graphics insertion.
Moderate proficiency in the use of Microsoft Excel,PowerPoint, and cloud-based databases/repositories (e.g. Microsoft SharePointand OneDrive).
Basic proficiency with e-sourcing proposalportals (e.g. Demand Star)
Basic proficiency with Adobe Acrobat Pro usingforms, import/export/conversion, and in general, manipulate PDFs.
Basic proficiency with Salesforce.com or similarCRM platform.
Detailed oriented and possesses leadership andmotivational skills. Other requirements include time management, interpersonaland communication skills.
Good organizational skills and solid time management skillsimportant.
Periodically work extended evening and weekendhours, sometimes on short notice.
Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at www.xerox.com at https://www.xerox.com/ and explorer our commitment to diversity and inclusion! at https://www.xerox.com/en-us/jobs/diversity People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.
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Title: IT Services Bid Manager
Location: United States
Requisition ID: 20000040