Lead or support client interviews to ensure the team fully understands the needs and decision making criteria of the client, the EY solution and why we won or lost a pursuitĭeliver or participate in training to up-skill the client and/or BD teams in pursuit best practice using the EY ‘Sales Excellence’ tools and methodologies Take an active role in managing and challenging the client team dynamics to ensure the ‘A’ team is properly presented to the client including personal style, subject matter expertise and credentialsīe a subject matter expert, leading exponent and user of the firms’ ‘Sales Excellence’ knowledge, skills and tools including Miller Heiman, Tracom and Focused Team Engagement Economics within the Account Management Framework Manage the BD support team taking responsibility for all aspects of sales support provided during a pursuit, including the client team members involved, the Communication and Pursuit Strategist and graphic designer to ensure all deadlines are met and the BD contribution is properly understood and measured Lead the development of the pursuit strategy by ensuring the client team fully understand the client needs and can clearly articulate the benefits of the EY solution and our value proposition Take a leading role in the qualification of potential pursuits requiring Business Development/FSO Pursuits Team support to ensure resources are focused on the appropriate priority clients, across all service lines, both prior to and during the formal pursuit processĭevise the relationship development action plan to ensure appropriate contact is made with all decision makers and influencers using the whole EY network Identify work process improvements and issue prevention activities Serve as back up resource for other Bid Support Specialist as requiredĬreate Root Cause Analysis (RCA) for any service delivery upset or misses This would include the maintenance and management of all customer correspondences and proposal-related documents, including storing artifacts and approvals Keeps all the moving parts of a proposal response on task and on timeĮnsures that all transactions handled are in compliance of the both Global Process Services and the account’s business controls guidelines, thus rendering them audit-ready. Leads and supports the Bid Team in handling the development of an end to end deal including its Solution, Pricing Proposal, and Offering Document according to IBM’s business rules and standard approval processĪpplies creative techniques and applications in order to develop and deliver high quality, client-focused visual images, and combined graphical/text proposals in accordance to IBM’s branding guidelinesĭevelops and executes project plans for opportunities and have all the responsibilities of a project manager if one is not assignedĮngages IBM organizations such as Techline, pricing, contracts & negotiations, and other team members as needed Provides project leadership and process knowledge support to IBM Sellers and Opportunity Owners during the bidding and proposal management process using Value-driven Proposal techniques and knowledge of IBM’s organization and resources Knowledge of telecommunications networks for telephony, contact center and data transmission Manage the life cycle of Service Offers from conception to approval with customer and internal teamsĮngineering University degree 1st cycle with specialization in telecommunications, IT or equivalentįive (5) years experience in the telecommunications field and / or in the drafting of service offerings (asset) Present and recommend guidelines in terms of Service Offerings to the different management levels when these have a major impact on the financial impacts or Bell or customer engagements Influences the officials present at the forum and the proposed technological solutions Informs customers of the impact of those changesĪttends technological forums in order to keep abreast of changes and Service Offerings with potential for Bell. Performs and coordinates the drafting of service offerings to ensure the quality of the document produced within acceptable time frame while meeting the technical and legal requirements of the customer, Bell, and the partnership agreementĮnsures the development and service agreements accepted by the addition of service offers, removal or alteration of services. Identify collaborators and organize meetings when appropriate Represents clients with internal Bell units. Collects and analyzes customer business needs in order to facilitate understandingĪdvises and offers solutions for optimization of the benefits offered in response to customer needs
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