Deal Engagement Manager

General Information

Req #

WD00072968

Career area:

Information Technology

Country/Region:

Philippines

City:

Manila

Date:

Tuesday, October 22, 2024

Working time:

Full-time

Additional Locations :

• Philippines

Why Work at Lenovo

We are Lenovo. We do what we say. We own what we do. We WOW our customers.

Lenovo is a US$57 billion revenue global technology powerhouse, ranked #248 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services. Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere. Lenovo is listed on the Hong Kong stock exchange under Lenovo Group Limited (HKSE: 992) (ADR: LNVGY).

This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com , and read about the latest news via ourStoryHub (https://news.lenovo.com/) .

Description and Requirements

Responsibilities

Deal Qualification, Shaping and Strategy

• Drive sales and solution strategy development, deal qualification and application of best practice sessions, facilitating these for each assigned engagement.

• Focus on opportunity construct and qualification parameters in support of continual qualification.

• Analyse client requirements to inform internal messaging and positioning in support of a qualification decision.

Client Engagement

• Develop Total Cost of Ownership (TCO) business case for the client engagement.

• Develop a deep understanding of our products and services, target market and competitive landscape to deliver proposals that highlight our unique value proposition.

• Develop a strong understanding of the client context, footprint and strategics objectives, ensuring these are reflected across all communications and proposal documentation.

• Work with Sales Leaders to facilitate application of a “relationship sales” methodology to help build and enhance Lenovo/Client relationships, aligning procurement objectives and timeline with the client, and supporting the wider account team in this process.

• Own formal communication channels with the client.

• Work collaboratively with the pursuit team to organize, prepare and run real time client engagement.

End to End Bid Execution

• Manages the pursuit through each sales stage, ensuring end-to-end compliance with the current company processes, corporate governance, and engaging stakeholders.

• Lead multi-disciplinary, geographically disperse, high-performing bid teams on assigned deals.

• Maintain regular cadence of calls and reviews, monitor progress and manage priorities, risks, and issues across assigned deals.

• Maintain accountability for the detailed bid plan, identification of staffing and associated budget estimation communication, replanning, progress tracking, achievement of milestones & win strategy.

• Coordinate activities related to clarifications (CQs) and their responses, to and from the client.

• Engage with partner companies and subcontractors (as appropriate), facilitate communication with bid team members.

• Manage and collaborate closely with the Proposal Manager to drive the development of winning, compelling, and compliant bid responses with timely submission to customer timeframes

• Actively engage in all gate reviews throughout the deal flow, including Deal Qualification Review, Technical Certification, Deal Review, Contract Review, Win/Loss Reviews and Solution Handover.

• Ensure timescales are achieved at each step of the bid process, including all internal governance, while taking the initiative in setting realistic deadlines.

Continuous Improvement

• Maintain current knowledge of industry best practices, proposal trends and evolving client demands.

• Seek feedback from sales teams, clients, and internal stakeholders to improve bid execution quality, effectiveness and win rates.

• Identify opportunities to streamline and automate the bid execution process.

• Contribute to the development and enhancement of proposal templates, tools & resources.

Qualifications

• Bachelors Degree in business, project management or a related field. MBA or equivalent is a plus.

• Accomplished bid leader with demonstrable success managing IT services opportunities in a fast-paced environment with tight deadlines,

• Experience in managing and tracking multiple time-phased activities.

• Strong project management and process application skills and knowledge. External project management certification such as PMP from PMI or other project management certification is preferred.

• Ability to facilitate business activities including workshops to develop compelling messaging and winning solutions that deliver client outcomes.

• Familiarity with proposal management software and tools.

• Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel), graphic design and/or desktop publishing an advantage.

• Excellent communication and interpersonal skills to effectively collaborate with cross-functional teams.

• Ability to work as part of a global team which may require engaging across distances, cultures,

• and time zones in a matrix organizational structure.

• APMP Practitioner Certification or possession of skill set and experience to acquire certification required.

• 10+ years of progressive sales focused business experience in the information technology sector.

Additional Locations :

• Philippines

• Philippines