Sr Engagement Manager
Orange Business Services
منذ 7 ساعات

Bid qualification :

Working closely with deal owner (Account Manager or Business Partner), Solution Director / Solution Architect and Commercial Manager :

can be involved in bid qualification in support of the deal owner

contributes to identification of customer drivers and unique selling points and bid strategy

estimate of skills and resourcing required for win strategy

contributes to identification of potential competitors, assess and conduct SWOT analysis

Deal strategy :

Actively contributes to setting the deal strategy, ensures it is documented by the deal owner (Account Manager or Business Partner),

and properly communicated to the extended bid team including key components of the offer :

Commercial model

Project planning and assumptions

Bid team management

In coordination with the Solution Director / Solution Architect recommendations, defines and implements the bid team organization,

required skills and secures the necessary resources from various Departments,

escalating requirements as required

Provides customer-focused leadership to bid response team ; maintains motivation and commitment to win throughout bid lifecycle

Acts as single point of contact with customer regarding formal bid communication to provide accurate audit of correspondence

Organizes and drives ad hoc regular bid team meetings (e.g. daily calls)

Arranges customer clarification meetings, workshops, qualify participants ; ensure meeting preparation, debrief and bid re-assessment

Supports deal owner as required in the discussion and negotiation with the customer

Bid process management :

Initiates and maintains the bid deliverables :

Bid dashboard (e.g. action tracker, assumption list)

Bid project plan (milestones & gates)

Bid response plan (texting)

Bid team staffing plan

Organizes and chairs Bid Launch

Ensures Risks are assessed, documented and mitigated

Where necessary seeks rapid escalation and problem resolution

Organizes regular communication to management

Ensures the reviews are organized in compliance with the bid process (Solution Review, Commercial Review, Pre-Submission DAC,

Investment Committee) ; follows-up subsequent actions for resolution

Maintains bid documentation for subsequent handover and Lessons Learnt

Proposal management

Manages the full bid response process and offer quality / proposal until round 1 bid submission and best and final offer (BAFO)

Drives consistent review of offer quality

Organizes final bid production and bid delivery

Ensures the proposal reflects the agreed upon win strategy and value proposition

Bid practice management

Maintains a thorough understanding of internal tools, systems and processes required to develop quality / approved proposals for customers

Drives internal improvement projects as required

Knowledge Management

Contributes to knowledge management and improvements to Best Practices

Process improvement through carrying out Lessons Learnt activities on bids

knowledge and abilities

Ability to successfully lead and manage an opportunity through the company international bid process and governance

Ability to lead, manage and motivate an extended bid team and individuals

Ability to engage and partner with customers during development of a proposal

Understanding of the selling process and complex bids

Knowledge of successful bid best practices

Travel occasionally during peak periods

education, qualifications and certifications

Degree in relevant technical field or equivalent

Expertise in Business Administration (sales, finance, commercial and legal appreciation, Contractual scheme, competition analysis)

Optional accreditation / certification in area of expertise (e.g. PMP, APMP)


Minimum 5-10 years’ experience in IT & Telecom industry

Experience in sales / bid management / project management / solution selling


Sales & Mktg - Indirect & MEA

Orange Business Services manages and integrates the complexity of international communications, freeing our customers to focus on the strategic initiatives that drive their business.

Our extensive experience and knowledge in global communication solutions, together with our understanding of multinational business and local support in 166 countries and territories, ensure that our customers receive a consistent, global solution wherever they do business.


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