AD - Bid Management - Solutioning

Designation: Associate Director - Biz Development (Presales & Solutioning)

Qualification:

Preferred Location: Chennai / Bangalore

Responsibility:

• Review and Ensure alignment of proposal response to client objectives for all bids within their portfolio.

• Ensure the creation of Bid team by engaging with appropriate stakeholders.

• Own customer presentations by laying the framework and guiding the team to create the content.

• Set presales standards and guidelines for the team.

• Ensure adherence to compliance initiatves Bid Management process in line with laid down templates, tools and approval matrices within their portfolio.

• Assist in business process and operational process mapping.

• Establish & manage pursuit calendar.

• Manage internal governance Solution/delivery/Business approvals and signoffs are taken before submission of proposal to the customer.

• Assist Client Partners in Account Planning and execution of these plans.

• Bid resourcing bid team formation by reach out To solutioning, Finance, commercial, delivery.

• Work with the onsite / business (as applicable) team on new customer prospects(unless its a large oppotunity).

• Own the response to opportunities in terms of quality (content and form), timelines and completeness.

• In addition, carry out all activities of a BD Lead for medium/large sized bidsSolution Design & articulation.

• Responsible for reviewing the presence of differentiated solutions that meets the customer requirements.

• Review the Details and articulation of solutions (response to RFPs/ RFIs/ unsolicited bids etc) and ensure completeness of the (in content and in form) including alignment to client asks / problem statements.

• Facilitate discussion on the winning themes, SWOT and competitor analysis for the deal and prepare the opportunity overview for leadership.

• Act as a reference point / SME within the Business Development team for at least one Problem Domain and one Service Offering.

• Anchor problem definition/ solution identification workshops for deals Collateral Management / Thought Leadership.

• Understand market trends and its relevance in order to seed appropriate newer Cognizants offerings.

• Create and manage marketing collaterals such as Fliers, Statement of Qualifications, case studies etc.

• Template Management Ensure compliance of Cognizant brand guidelines.

• Prepare, update and maintain the vertical credentials and case studies of completed projects.

• Formulate reusable bid components and use collaterals To achieve maximum utilization.

• Customer /competition anaylsis to any bidPractice Development.

• Identify and drive creation of resuable artefacts to showcase Cognizant expertise in all areas consulting, technology, outsourcing etc.

• Contribute to operational improvement initiatives that improve productivity of the Business Development functionClient Visit Management.

• Own and manage client visits (Site visit, prospect visit, existing customers visit)Knowledge Management.

• Promote adoption of KM portal.

• Track and ensure knowledge management complianceStakeholder Management.

• Manage relationships with portfolio stakeholders through periodic interactionsPeople Management / Team Building.

• Attend relevant training programmes and update business team on emerging trends in domain / technology / sourcing.

• Conduct / arrange knowledge sharing sessions for the team.

• Participate in talent acquisition activities for team.

• Mentor and coach Business Development Analysts and induct new entrants into the team, effectively.