BID Manager (IT Outsourcing Projects) recruitment
POSITION - BID MANAGER (IT Outsourcing/ Consulting)
Description
Opportunity analysis
- Gathers and assesses customer needs, both business and technical; works with customer IT and LOB management to develop an accurate understanding of business needs and related issues
- Identifies related needs (lead generation, opportunity expansion)
- Identifies customer-wide IT parameters and constraints that impact the solution
- Identifies probable competition and evaluates relative strengths
Solution Planning and Design
- Architects an appropriate technical solution to meet the customer's requirements
- Optimizes a solution's fit to the requirements of an opportunity plus the broader customer IT strategy
- Balances and incorporates the inputs of specialists in the solution design
- Adapts solution design to new requirements
- Anticipates and plans for competitive threats
- Establishes the validity of a solution and its components with both short and long term implications
- Identifies the growth path , scalability options and implications for customer IT strategy and/or related LOB implications of a solution and includes these in design activities and account planning
Client/customer relationship
- Builds strong professional relationship with key IT and LOB executives across the Region
- Understands and addresses CxO issues
- Applies consultative selling techniques to advance opportunities
- Builds customer loyalty through being a trusted advisor
- Partners effectively with others in the account to ensure problem resolution and customer satisfaction
- Effectively communicates and articulates the details of their component roles in a proposed customer solution
Account team collaboration
- May actively participate with the account team in account and opportunity planning across the Region
- Provides solution advice, drives proposals, presentations, and other customer communications during pursuit
- Transfers knowledge to account team
- Understands the roles and proactively engages other teams and resources within HP and partners
- Applies technical skills to identifying overlooked opportunities within the account
- Facilitates smooth transition from sales to implementation by orienting the appropriate teams to the solution design
Scope and Impact
- Contributions have major impact across an Region and some BU's, and solid impact on Regional business
- Leads the presales direction for assigned account(s) or solution area and contributes to the presales direction for the Region
- Breadth of influence goes across multiple organizations within the Business and is sought, valued and used
Qualifications
Education and Experience Required:
- Technical University degree or Bachelor's degree preferred
- 8-12 years experience in technical consultative selling and solution/account management
- Technical and solution experience in IT industry
- Experience in vertical industry preferred
- 5-7 years experience in project/program management
- Appropriate solution or career certifications
Knowledge and Skills Required:
Technical/Solution acumen
- Demonstrates a broad knowledge of organization's technology solutions, with deep expertise in area of specialization
- Links HP solutions with data business center needs to create customer business value
- Applies broad understanding of technical innovations trends to solving customer business problems
- Establishes thought leadership in solution or technical specialty area with customers
- Demonstrated ability to work as the lead for components of large complex projects
- Has a high level understanding of the product/services roadmaps for multiple BU's
- Has demonstrated hands-on level skills with some of the technology in their solution area
Business acumen
- Leverages financial and accounting concepts as well as capital investment concepts in demonstrating business value of proposed solutions to customers
- Creates solutions that creatively address customer value chain and business requirements
- Persuasively communicates the value of the solution in terms of financial return and impact on customer business goals
- Appropriately tailors communications to varying levels of customer management
Industry acumen
- Extensive level of industry acumen; keeps current with trends and able to converse with client on issues and challenges
Solution selling
- Demonstrates strong communications skills with IT and LOB managers, as well as some C-level executives
- Leverages strong understanding of the competition - both positioning strategy and technology - to create competitive advantage for organization.
Key Skills - "Bid management", "bidding","proposal preparation", RFP, RFI, "Technical Consulting", "deal architect","solution manager".
Interested candidates, please apply with your resume to smita.dash@blueps.asia or call us at +852 3753 7579 for a discussion
April 28, 2011
• Tags: BID Manager (IT Outsourcing Projects) recruitment, Information Services careers in the Hong Kong SAR • Posted in: Financial