Mgr Professional Svcs I

Responsibilities

This role will ultimately be accountable for supporting Senior Capture and Pre-Sales management in planning, documenting and managing pre-sales and capture projects from opportunity identification, strategy development, pre-sales support to transition to proposal development.

The Capture & Pre-Sales Support Manager identifies the resources needed to pursue a business opportunity and actively leads a carefully selected group of bid team resources to ensure the company are prepared and positioned to win.

This role requires strong leadership skills, requiring the candidate to have technical experience with Gaming products and services as well as some experience managing long, complex sales cycles. It is essential that the candidate have the ability to manage multiple, senior stakeholders (Director and above), technical products and services and provide support to the global BP group.

• Support Senior Capture and Pre-Sales management in the development of the Pre-Sales and Capture project pipeline across various business regions, including the production of pipeline reporting
• Support Account Development Managers for critical accounts in developing account specific plans and progressing opportunities within the Value Chain
• Plan, document, manage and lead Pre-Sales (where required) and Capture projects
• Plan, facilitate and conduct Pre-Sales planning workshops where multiple company resources are required to help our strategic positioning (customer presentations, demos, tradeshow workshops etc.)
• Plan, facilitate and conduct comprehensive Capture workshops with senior technical and non-technical resources
• Monitor, review and manage weekly Pre-sales and Capture progress, providing clear and consistent progress reporting to the Senior Capture and Pre-Sales management team
• Determine customer needs, issues and priorities through detailed customer analysis as part of Pre-Sales and Capture activities
• Conduct competitor analysis and assumed positioning as part of Pre-Sales and Capture activities
• Facilitate the creation of an actionable Win Strategy to provide strategic direction for each core element of the bid: technology, pricing, proposal, marketing, legal and product
• Execute and manage action plans deriving from Pre-Sales, Capture and Opportunity Programme planning activities
• Develop detailed Capture Plans for key opportunities in order to provide early structure the opportunity and communicate key opportunity related data
• Manage the transition to proposal development activities and ensure the successful transition of identified Win/Proposal Themes into section planning and design
• Participate in proposal reviews to ensure adherence to the defined Win Strategy and related Win/Proposal Themes

Qualifications

Minimum Education:

• BS/BA in Business, Marketing or Communications

Experience:

• 7 - 10 years of sales, technical sales or business development
• Experience working with and interacting with Executive Management
• Experience responding to RFPs and RFIs
• Solid understanding of Government procurement processes
• Experience in a deadline- orientated environment
• Excellent written and verbal communication skills, Highly organized, fully proficient with MS Office (especially Excel and PowerPoint)

Skills:

• Strong, proven technical skills within a Gaming environment, with the ability to lead, direct and influence technical discussions and strategies
• Excellent communication skills both verbal and written, with the ability to manage multiple senior stakeholders (Director to VP), technical resources and customers
• Proven experience in managing distributed teams and driving progress with off shore teams and resources
• Ability to understand corporate objectives, business operations and processes to identify and assess challenges and gaps within business opportunities to drive better positioning
• Experience in developing strategies to drive specific actions across a multi-disciplined team to win and develop new business
• Proven experience in managing complex, long sales cycles either in a leadership capacity or part of a complex sales team
• Proven experience in facilitating and running workshops with senior technical and nontechnical resources in order to create Sales and Capture plans
• Some experience in managing multiple projects and programmes across multiple geographies/regions
• Highly organized with strong attention to detail, time management skills and the ability to multitask
• Self-motivated with the ability to build and appropriately manage internal and external business relationships
• Experience in designing and creating presentations to facilitate communications to key senior stakeholders
• Highly proficient in creating reports and dashboards using Excel

Preferred:

• Working with documents within SharePoint
• MS Project
• Managing opportunities within Salesforce
• Full project and programme lifecycle knowledge and experience
• Experience working within product/software development projects to understand lifecycles and development processes

Keys to Success

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership