SAS

Senior Proposal Manager (ANZ)

Job Locations AU-Sydney
Requisition ID
20060949
Job Category
Sales/Pre-Sales
Travel Requirements
None

 

Nice to meet you!

 

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers.

 

We’re also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you're looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you'll find it here.

 

Role Summary:

Partnering with stakeholders across Sales, Solutioning, Pricing, Professional Services, Finance, HR, Legal and other support teams to develop and deliver bid proposals to SAS’ customers, you will work closely with the broader deal team to own the final bid deliverables submitted to our customers.

 

You will understand and apply proposal development processes and methodologies and, in particular, act as the central point of communication for the proposal response team, driving adherence to SAS internal Proposal Management process and creating winning proposals based on inputs from multiple Sales, Technology and Domain team members.

 

The role provides an opportunity to act as a deal partner, who jointly owns the deal throughout different phases of bid management – proposal planning, development, review, refining and submitting.

We need skilled people with strong proposal management, project management, and leadership skills, to act as a trusted adviser to the Sales organisation to drive deals and ensure industry leading growth rates for SAS.

 

Primary Responsibilities:

 

Strategy

  • Participates in, and influences, strategy development, including helping to craft appropriate win themes, and to drive tailoring solutions and business cases to meet the customers’ immediate and more macro-priorities.

 

RFx Qualification

  • Assesses the level of previous contact and involvement that the sales team has had with the prospective customer to determine probability of success
  • Reviews and evaluates opportunities to determine appropriateness, strategic fit, and probability of the opportunity moving forward.

 

Project Management

  • Reviews requirements stated in RFx and creates proposal outline and proposal response project schedule prior to kick-off call. Identifies red flags within the RFx
  • Assists sales team to identify appropriate members for proposal response team
  • Manages the proposal response effort including all meetings necessary during the proposal response process
  • Serves as liaison for proposal response team, internal and external, involved in the proposal development effort
  • Communicates changes or new information to the proposal response team and the impact of those changes on the response
  • Works with system integration and 3rd party solution partners as required
  • Ensures proposal fully complies with customer compliance, governance, and response requirements and that the information provided is thorough and accurate
  • Incorporates identified win themes and competitive intelligence within the RFx
  • Ensures all deadlines are met both internally and externally during the response process
  • Coordinates and leads proposal milestone reviews including determining participants, review timeliness, feedback resolution and integrating appropriate comments/modifications
  • Maintains project files for each opportunity

 

Other

Sales Support

  • Performs other sales support activities related to assisting the sales teams acquire new business and maintain renewals, including, but not limited to:
  • Providing customer demonstration support; coordinating regular meetings, reviewing content, and providing feedback during dry runs
  • Recommending and supporting sales presentation visual strategies and positioning to sales teams
  • Conducting post-proposal evaluations to identify lessons learned, in particular, to assess customer satisfaction and to identify opportunities for improving the proposal process
  • Developing and producing proactive proposals in support of qualified opportunities to ensure that sales teams’ communication with their customers reflect professionalism and competence.

 

Best Practice

  • Evaluates proposal development processes and methodologies, monitoring standards, and implements process improvements.
  • Supports team initiatives/projects related to RFx tools and best practices
  • Maintains boilerplate responses and other reusable content within the repository
  • Supports metrics to measure performance of proposal activity

 

Coaching and Training

  • Provides team leadership and acts as a coach to less experienced Proposal Managers
  • Develops and delivers proposal training to proposal staff and sales communication strategies to sales teams 

Required Qualifications

 

  • 9 - 12 years of overall work experience with at least 5 years in business development, bid management, management consulting, sales coaching, and/or financial analysis

  • 5+ years leading high impact strategic bids across multiple stakeholder groups with diverse nature of individuals

  • Strong experience leading medium-to-large pursuit teams through the RFx response process

  • Strong interest in the application of analytics & cross industry solutions in re-imagining business and overall operating models

  • Strong exposure to & key focus market – ANZ

  • You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

 

Knowledge and Skills:

  • Knowledge of overall software development processes – PDLC, SDLC, Agile Methodologies, etc.
  • Understanding of various software engagement models

  • Understanding of sales cycle in technology/ solution implementation space

  • Strong written, verbal and interpersonal communication skills and group/team management capabilities

  • Highly organized with strong project management skills

  • Understanding of IT industry & current trends

  • Proposal training/certification such as Shipley, APMP etc. will be a plus

  • Strong MS Word, MS PowerPoint, MS Excel skills

  • Ability to understand the solution requirements and effectively convey value proposition.

 

Diverse and Inclusive

At SAS, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and it’s essential to who we are. To put it plainly: you are welcome here.

 

Additional Information:

  • This is a hybrid role to enable both in-person collaboration and remote work.

 

SAS only sends emails from verified “sas.com” email addresses and never asks for sensitive, personal information or money. If you have any doubts about the authenticity of any type of communication from, or on behalf of SAS, please contact Recruitingsupport@sas.com.

#SAS

#LI-DK 

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