The Proposal Center of Competence (PCoC) Value Driven Proposal Manager supports the largest, most complex, and most strategic GBS deals. This role serves as a liaison between Sales Transaction Support (STS) and the sales teams to enable the creation and delivery of all client-facing IBM deliverables throughout the end to end opportunity lifecycle. They are the sellers’ single STS point of contact for client deliverables required for pre-sales client interactions, proposal preparation, solution review, and high impact team presentation preparation including elements like journey murals and videos. They will work collaboratively with the Opportunity Owner, using strong facilitation and coaching skills to drive the sales team during strategic opportunity assessment and VDP process workshops, while coordinating STS team resources supporting the delivery of high quality value driven proposals and presentations to the client with a focus on improving the client experience.
Responsibilities:
Facilitate the VDP method driving deal strategy to create the outputs/deliverables that will result in a high impact value driven client experience (for example: assessment of client requirements, client profiling, competitive differentiation, envisioning the future state and client journey, clarifying and providing proof of value, declaring our position, defining differentiators).
Collaborate with Opportunity Owners and STS to bring the right skills and competencies forward for deal teams, (for example: Bid Management, Proposal Writing, Content Management, Information design), and oversee the outputs from this interlock.
Build relationships with sales leaders to understand pipeline, promote and educate VDP process, and evaluate, anticipate and plan for potential workload activities, and track high profile VDP Approach deals from pre-RFP through to close / win.
Accountable for execution of deal strategy with respect to client deliverables.
Work across brands and may focus on a specific sector or industry.
Identify and evaluate relevant factors which may affect the pursuit process and develop appropriate action plans.
Capture success stories and outputs for integration to client collaboration hubs.
Ensure the deal team is clear on a preparation, deliverables timelines, and has space in which to file and collaborate on deliverables.
Skills/attributes:
Experience with external client sales, communications, or marketing.
Experience managing creation of complex proposals and presentations.
Ability to understand overall client deal requirements and build compelling, client centric, differentiated value propositions.
Experience recognizing complex problems related to client objectives, resources, or processes.
Strong interpersonal, communication and collaboration skills.
Proven ability to effectively advise and guide multi-disciplined teams, including executives.
Ability to proactively set targets, motivate participants, negotiate the usage of communication principles and key best practices, drive timely assignment completion, and sponsor frequent and open two-way communication
Strong multimedia production understanding.
Strong creative problem solving skills.
Strong client focus and client management skills.
Analyze complex team dynamics and communicate guidance clearly, persuasively and to the point
Ability to identify issues and escalate appropriately to drive results
Comfort with ambiguity.
Required
- Master’s Degree
- At least 4 years experience in Leading and/or facilitating teams through complex projects
At least 4 years experience in
Other Sales Transaction Support, Integrated Supply Chain or similar experience including: bid management, writing/editing, VDP facilitation, presentation coaching.
- English: Fluent
Additional information Required:
Minimum 2 to 4 years of experience leading and/or facilitating teams through complex projects.
Strong coaching skills.
English: Fluent written and verbal.
Preferred Education / Experience: University education focused on business, project management and/or communication.
Other Sales Transaction Support, Integrated Supply Chain or similar experience including: bid management, writing/editing, VDP facilitation, presentation coaching.
Second Language: Spanish, French
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Job ID: S_D-0683739
Job type: Full-time Regular
Work country: Kenya
Position type: Professional
Work city: Nairobi
Posted: 08-Aug-2014
Travel: Unknown at this time
Job area: IT & Telecommunications (non consulting)
Business group: IBM Sales & Distribution
Job category: Enterprise Operations
Business unit: Operations
Job role: Sales Management Support Professional
Job role skillset: General Business (GB) Sales Strategy
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