Bid Manager
SITA
- Delhi
- Permanent
- Full-time
- Work with the Sales & Business Development (S&BD) team to maintain an understanding of customer and competitor objectives. Monitor potential to win at all stages during the bid process;
- Facilitate workshops with the S&BD leads and the bid team to ensure that a compelling commercial offer, the win strategy and themes are understood and communicated to the team;
- Work with the solution designers and delivery managers to envision a solution that is affordable to the customer whilst meeting SITA's business and product objectives;
- Working with Commercial Pricing and Legal, develop a winning commercial model for the deal.
- Develop the overall bid plan, and build and manage the virtual Bid Team to produce the bid deliverables in an effective and efficient manner and in line with agreed bid delivery timeline;
- Own and review the overall response to customer, using industry best practice presentation and review techniques;
- Work with S&BD to manage successful bid events which may include for example workshops, demonstrations, presentations, videos and reference visits;
- Coordinate the negotiation team in the pre-contract stage with the Customer, ensuring that the relevant internal expertise is engaged and involved in the closure of commercial, financial and legal issues with the customer;
- Assess and manage the risks to delivering a successful bid project, and ensure that these are addressed appropriately under the guidance of senior regional / commercial management;
- Communicate progress regularly and clearly to the relevant SITA senior management and stakeholders, ensuring that major issues are escalated and addressed.
- Minimum 8 years of commercial experience in pre-sales roles in an established IT company with at least 3 years of public sector IT bidding experience.
- Demonstrates experience and success in managing bids to governmental style procurement processes.
- Recognizes, understands and can create empathy with Customer business issues.
- Effective communicator and presenter internally and externally at Senior Manager level, develops successful relationships.
- Clarity and rigour in managing every aspect of response to Customer bid opportunities.
- Strong commercial acumen coupled with effective influencing skills.
- Strong project and people management skills to establish credibility internally, necessary for managing cross-functional and cross-Business Unit Bid Teams.
- Full understanding of sales cycle.
- Minimum first-degree level or equivalent professional experience.
- Ideally holding at least Foundation Level APMP (Association of Proposal Management Professionals) accreditation and/or equivalent formal training in Proposal or Bid Management.
- Formal training or equivalent professional experience in legal and commercial disciplines is an advantage.
- An understanding of the air transport industry and relevant IT systems is an advantage.