Bid Management Associate Manager

Job Description

About Accenture:Accenture is a leading global professional services company, providing a broad range of services in strategy and consulting, interactive, technology and operations, with digital capabilities across all of these services. We combine unmatched experience and specialized capabilities across more than 40 industries - powered by the worlds largest network of Advanced Technology and Intelligent Operations centers. With 514,000 people serving clients in more than 120 countries, Accenture brings continuous innovation to help clients improve their performance and create lasting value across their enterprises. Visit us at www.accenture.com About Entity: Corporate Functions including Human Resources, Finance, Legal, Marketing Communications, and Workplace Solutions-- powers Accenture s people across industries and functions to keep our business leading in the New. Join the heart and soul of Accenture, partnering with our extraordinary people to bring innovation into every organization. Job description:Responsible for end-to-end management and the provision of expert guidance on a deal throughout the full sales lifecycle, from origination through to closure. Drives effective collaboration across the deal team, optimizing the use of business development funds and ensuring compliance with Accentures sales processes. Expert in sales process steps and the elements required for successful deal pursuits. Provides independent confirmation that the steps & elements of a particular pursuit leverage best practices, are aimed at convincing the client, neutralizing competition, addressing 3rd party feedback & gaining Accenture approval. Drives development of the workplan across all workstreams, including qualification, proposal development, pricing, competitive intelligence, solutioning and legal/contract management. Service areas may include: Qualification, Win Strategy Development, Pursuit Mobilization, BD Planning and Management, Review and Approval Management, Client Centric Support and Pursuit Close Out. QUALIFICATION Facilitates deal qualification workshops, leveraging the Deal Qualification Checklist to arrive at an objective qualification decision Co-ordinate with pursuit intelligence to identify competitors and run competitive analysis and insights to establish competitive strategy WIN STRATEGY DEVELOPMENT Coordinates win strategy development, ensuring participation from key deal team members Facilitates win strategy development sessions, using a consistent approach to elicit and document buyer values, Accenture differentiators, competitive positioning, key sales messages and action plan Iterates and communicates the win strategy throughout the deal lifecycle. BD PLANNING AND MANAGEMENT Advises deal team leadership on the appropriate deal team size and composition Develops high level resourcing plan and business development funding and seeks approval from respective NBM meetings. Tracks and reports spend against this estimate throughout the deal Manages access to BD WBS Revises BD estimate during the deal lifecycle if necessary. PURSUIT MOBILIZATION Ensures relevant deal team resources are engaged and onboarded early in the process (i.e. Deal Coach, Solution Architects, CDTS, Legal, Marketing / Accenture GO, QAD, Pursuit Services Support, Delivery) Establishes pursuit governance, including status calls, risk and issue management and escalation paths Ensures a standardized Teams site is established to support the deal. Clarifies RF(X) response responsibilities with Proposal Manager and Sales Capture via Proposal Manager handshake Manages the pursuit kick-off meeting PURSUIT PLANNING AND MANAGEMENT Revises workplan and establishes regular status and reporting cadence throughout the deal lifecycle Manages and documents risks, issues and dependencies Ensures MMS record is updated throughout sales cycle Establishes and maintains key client procurement contacts and/ or TPA relations REVIEW AND APPROVALS MANAGEMENT Provides guidance to deal members on the approvals process and ensures proper reviews prior to approvals / milestones Coordinates solution reviews in co-ordination with Enterprise SA / Lead SA and ensures alignment with pricing strategy Coordinates pricing reviews (CDTS, Pricing Architect) and ensures alignment with pricing strategy CLIENT CENTRIC SERVICES Establishes and/or maintains client and TPA relationships Co-ordinates site visits and reference calls Confirms coordination and support for orals with Sales Leads and / or Oral Coach Co-ordinates and supports the negotiation process with Legal and Sales Lead. Co-creates with the Sales Lead the development of the close plan and ensures client agreement POST SUBMISSION SUPPORT Manage the pursuit close-out plan Ensures MMS record is concluded Work with Finance / CFM to ensure sale is booked. Ensures sales materials are archived Ensure win/loss survey completed as applicable Work with deal team to ensure that a request is made in MMR (Manage My Records,

Keyskills :
managementmarketingproduct differentiationstrategy developmentsalessales leadsdrivingcompetitive analysisbillingbusiness developmentproposal developmentwin strategy development