DXC Technology
Bid Manager - Director
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Job Description:
Due to the nature of the work and the customers we support, the successful candidate must be eligible to meet UK Government and contractual personnel security requirements, including the applicable residency requirements for the role, and have the right to work in the United Kingdom. Some roles may also be subject to nationality requirements where these are necessary to meet UK Government or contractual security obligations.
Bid Manager
Scope of Work and Responsibilities
Deal Qualification, Shaping and Strategy Development
- Objective: To help ensure the company can quickly but properly understand, assess, and qualify the sales opportunity.
- Responsibilities:
- Works with Sales and the initial bid team to facilitate deal shaping.
- Supports the development and messaging of the sales strategy.
- Researches competitive landscape, analyses information to help refine and inform sales and solution strategy.
- Helps organise sales and solution strategy, deal qualification, and best practice sessions, facilitating these as required.
- Supports the opportunity owner in synthesizing information and preparing relevant materials.
- Ensures SFDC data quality and that the key sections, including the Sales Tools, are populated, adequately representing the deal.
- Supports socialisation and positioning in support of a qualification decision.
- Focuses on deal construct and qualification parameters in support of continual qualification.
Pursuit Management
- Objective: To successfully manage the pursuit process in compliance with company policies and processes, effectively using the available resources.
- Responsibilities:
- Accountable for the detailed bid plan, its estimation, communication, replanning, progress tracking, achievement of milestones.
- Develops and executes the close plan in cooperation with the opportunity owner.
- Identifies staffing required to deliver to plan and requests for engagement using appropriate processes and tools.
- Flags any resourcing gaps and seeks support to resolve.
- Initiates and oversees the engagement of Supply Chain, HR, Legal, Pricing, and other functional support, adapting the bid plan to resource availability.
- Supports bid budget holder with the development and management of the budget and spend.
- Manages pursuit risks, resolves issues, removes barriers, and takes prioritisation decisions.
- Engages stakeholders and secures their support for end-to-end compliance with company processes and corporate policies.
- Identifies, assigns, and tracks bid team actions and manages them to closure.
- Engages with partner companies and subcontractors and facilitates communication with bid team members.
- Provides direction and perspective across all workstreams.
Team Leadership
- Objective: To build and lead a coherent pursuit team to achieve common objectives.
- Responsibilities:
- Builds and manages multi-disciplined, geographically dispersed, high-performing bid teams.
- Undertakes effective onboarding of new team members.
- Defines and drives the priorities and activities of team members.
- Maintains regular cadence of calls and reviews, checks progress, and provides updates to the team.
- Leads team members to a common set of goals and deliverables.
- Challenges and coaches the team members in support of quality outcomes.
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Management of Response Documents
- Objective: To successfully manage the process of drafting, reviewing, finalising, and submitting quality proposal documents to clients.
- Responsibilities:
- Works closely with Proposal Manager and, where a Proposal Manager has not been assigned to the opportunity, executes that role.
- Coordinates work of Graphic Designer and Proposal Writer.
- Coordinates activities related to clarifications (CQs) and their responses to the client and from the client.
- Ensures completion of the qualification sections of response documents.
- Ensures that roles and responsibilities are understood for response development and that content development milestones are communicated and achieved.
- Supports drafting, reviews, and submission of the proposal to the client, and for the compliance of the proposal to customer’s procurement requirements.
- Has an active and direct impact on the overall response quality.
- Facilitates best practice events in support of response production and quality.
Engagement with Clients
- Objective: To effectively engage with potential clients in the sales process.
- Responsibilities:
- Builds and maintains the relationship between DXC and the client, aligning the procurement objectives and timeline with the client, and supports sales in this process.
- Researches the client to understand business objectives and challenges.
- Owns formal communication channels with the client.
- Owns the exchange and repository of documents and information received from or sent to clients.
- Supports the bid team in organising, preparing for, and running the events with the client.
Negotiations and Close Down Activities
- Objective: To successfully manage the final stages of the sales process, leading to contract signature and start-up of the service delivery.
- Responsibilities:
- Supports the bid team during pre-contract stages (negotiations) in preparing documents, organising events, and resourcing the team as required.
- Supports negotiation sessions with clients with responsibility for tracking actions and agreements.
- Engages account start-up resources as part of the bid team in readiness for post-contract activities.
- Owns and organises the handover to the account and delivery teams.
- Submits proposal material and other reusable content to knowledge management repositories.
- Facilitates and drives team and individual recognition activities and performance feedback.
- Ensures proper records management for audit purposes.
- Participates in win/loss assessment and takes the lead in running a "lessons learned" session for the bid team and stakeholders.
Key Competencies
- Leadership: Possesses a set of hard and soft skills required to build and lead geographically dispersed, multi-disciplined bid teams, using and fostering the talents of each team member. Can demonstrate flexibility and resilience, adapting quickly to changing circumstances while keeping the team focused on the goals and deliverables. Rises to the challenges of roadblocks and red tape and shows leadership in navigating such issues. Effectively manages specific situations and requirements of bid team members and other stakeholders. Works well under pressure, to very tight deadlines but leads the team with empathy and understanding of each team member's situation.
- Customer Focus: Demonstrates focus on the customer. Understands business and technical objectives of the customer; can understand and articulate customer problems, objectives, and requirements. Builds customer trust and engagement.
- Business Acumen: Applies business acumen and commercial awareness, demonstrates strategic thinking. Applies industry or regional knowledge and experience to help strategy development, procurement engagement, and response development.
- Governance, Tools, Processes, and Methodologies: Has detailed understanding of governance requirements. Has relevant engagement and response experience and knowledge of the tools to be used by the pursuit team, relevant company processes and practices. Applies detailed knowledge of project management and bid management disciplines.
- Communication: Strong communicator, orally and in writing, tailoring the methods and means to the audience. Able to persuade and convince. Has the ability to facilitate sessions including best practice events. Is a single point of contact for the bid for all stakeholders and customers.
- Functional and Technical Competence: Possesses and applies broad knowledge of the technical, solution (offerings), legal, commercial, and financial aspects of a pursuit. Able to identify the required team member competences and address any gaps.
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About DXC Technology
At DXC Technology, we believe strong connections and community are key to our success. Our work model prioritizes in-person collaboration while offering flexibility to support wellbeing, productivity, individual work styles, and life circumstances. We’re committed to fostering an inclusive environment where everyone can thrive.
Recruitment Fraud Warning
Recruitment fraud is a scheme in which fictitious job opportunities are offered to job seekers typically through online services, such as false websites, or through unsolicited emails claiming to be from the company. These emails may request recipients to provide personal information or to make payments as part of their illegitimate recruiting process. DXC does not make offers of employment via social media networks and DXC never asks for any money or payments from applicants at any point in the recruitment process, nor ask a job seeker to purchase IT or other equipment on our behalf. More information on employment scams is available here.
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