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 prospect 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 bid 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