GMx Capture-Payroll Win Center-Presales Manager

PAS Tax – Payroll – Presales Manager - GMx Payroll Win Center Manager

At EY GDS – a member of the global integrated service delivery center network by EY, Managed Services (MS) is a significant part of our business, comprising more than $7b in revenue with major clients across the globe. We help clients with people based, asset based & integrated solutions, leveraging our deep sector and domain expertise to deliver enhanced value to our clients.

At EY, Managed Services (MS) is a significant part of our business, comprising more than $7b in revenue with major clients across the globe. We help clients with people based, asset based & integrated solutions, leveraging our deep sector and domain expertise to deliver enhanced value to our clients. In MS we are also ambitious, seeking to more than double our success in the future.

The opportunity

A Presales Manager role focused on leading end to end integrated payroll services pursuits—driving RFx responses, commercials, solutioning, governance, and sales enablement to consistently win complex, multi stakeholder deals.

Your key responsibilities

Bid Management:

• Respond to RFx opportunities and pursuits, proposal authoring and Orals presentations & demos across bid stages
• Enable the Pursuit owner and bid manager across the entire bid lifecycle to ensure timely and best-in-class quality deliverables
• Project manage the bid process and collaborate with multiple stakeholders for driving bid results, reviews and communications
• Contribute in upstream and downstream bid/BD activities (e.g. deal qualification, renewals & expansion, Win themes & Value propositions) across sales stages for consistent sales support experience
• Analyst and Alliance pursuit management

Commercials management:

• Delivers pricing quote requests with good understanding of different commercial elements like implementation, reccurring, scope, add-ons, margins, discounts, allocation etc
• Support commercial modelling and analytics to drive better pricing & negotiations with clients
• Drive commercial review protocols & approval processes, bid tollgate management
• Support contracting stage activities, including BAFO, and finalizing commercial scope

Solution Support:

• Delivering offering & technical solution presentations, demos and client visit management
• Understand client requirements & articulation mapped to solution capabilities & offerings
• Contribute to Win strategy, value proposition, commercial and solution reviews, oral presentations, negotiations, business cases, Assist contracting process for clients during deal closure stages

Sales Enablement:

• Contribute & manage collateral repository for offerings, industry/client/competitor research, credentials, standard templates, RFx response databases, and other pursuit material
• Administration, Governance and reporting on the CoE to manage compliance to presales performance metrics
• Leverage Industry insights, adoption of next-wave digital solutions (AI/automation etc) tools and best practices to continuously improve sales enablement experience working with internal presales teams & stakeholders, to enhance sales support processes & results

MIS reporting & insights:

• Contribute & manage Pursuit lifecycl/ pipeline tracking, bid-logs, win-loss, reporting, dashboards and participating in governance to drive sales metrics
• Record creation and maintenance of data in Dynamics internal pursuit tracker online tool and core CRM
• Cross checking with CRM mainsource for tagging the deal IDs and details to Dynamics
• Adhoc and periodic followup governance and tracking process management with stakeholders
• Periodic reporting and pipeline management actions

Deal Compliance Management:

• Manage the Pre-deal submission compliance & risk process
• Collaborate with Sales, Pursuit Leaders, Risk & other functions to capture solution risks, tech & infosec risks, implementation risks, etc. and complete the Risk & independence checklists and deliverables
• Tracking, Analysis and Reporting of Deal compliance to Quality & Senior Management leadership  on a monthly basis
• Governance of Deal Risk procedures & templates, including conducting regular communications and trainings with internal & external stakeholders

General responsibilities:

• Manage the bid team, including mentoring, training and guidance, conducting appraisals, goal setting, validating quality of submissions, customer satisfaction & experience management
• Administration, Governance and reporting, performance management to meet presales metrics
• Conduct training, thought leadership and best practice sessions
• Strong Collaboration with stakeholders, clients,  & multi-tasking ability in a matrix organizational setup
• Adherence to global and functional standards and best practices in bids

Skills and attributes for success

• Excellent communications and presentation skills (written, verbal, interpersonal)
• Excellent organizational skills, ability to work under pressure, stringent deadlines, prioritise effectively and multi-task
• Excellent attention to detail and ability to interpret complex documents to highly professional business language
• Team & result orientation - ability to work effectively in a remote, virtual, global environment with different stake holders at various levels
• Proficiency in MS Office/Office 365 tools
• Proficiency in Bid Automation tools, MS Project/PowerBI, AI, Advanced Excel, dashboarding tools like PowerBI. Tableau, Macro, will be added advantage

To qualify for the role, you must have

• A Graduate/MBA degree or equivalent.
• 10+ years of experience.
• Presales/Bid and commercial/BD experience in BPO/ITeS/Managed services industry
• HR/Payroll services & technologies exposure will be added advantage
• Exposure to Commercials, Sales CRM/tools and technologies

What we look for

• Ability to extend our reputation in the marketplace
• Passion for problem-solving and helping our clients with some of their most complex issues

What we offer

EY Global Delivery Services (GDS) is a dynamic and truly global delivery network. We work across six locations – Argentina, China, India, the Philippines, Poland and the UK – and with teams from all EY service lines, geographies and sectors, playing a vital role in the delivery of the EY growth strategy. From accountants to coders to advisory consultants, we offer a wide variety of fulfilling career opportunities that span all business disciplines. In GDS, you will collaborate with EY teams on exciting projects and work with well-known brands from across the globe. We’ll introduce you to an ever-expanding ecosystem of people, learning, skills and insights that will stay with you throughout your career.

• Continuous learning: You’ll develop the mindset and skills to navigate whatever comes next.
• Success as defined by you: We’ll provide the tools and flexibility, so you can make a meaningful impact, your way.
• Transformative leadership: We’ll give you the insights, coaching and confidence to be the leader the world needs.
• Diverse and inclusive culture: You’ll be embraced for who you are and empowered to use your voice to help others find theirs.