GDS Tax - Payroll Operate Presales Manager

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Requirement Presales Manager
Job Role / Designation • PAS Tax –Payroll –Presales Manager
EY Rank • 32
Education & Experience
• Graduate. MBA or equivalent preferred. 
• 10+ years experience
• Presales/Bid and commercial/BD roles in BPO/ITeSservices industry
• HR/Payroll services & technologies exposure will be added advantage
• Exposure to Commercials, Sales CRM/tools and technologies

Roles and 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:
• 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 continuouslyimprove 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 mainsourcefor tagging the deal IDs and details to Dynamics
• Adhocand periodic followupgovernance 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:
• 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

Skillset required
• 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 atvarious levels
• Proficient in MS Office/Office 365 tools
• Proficient in Bid Automation tools, MS Project/PowerBI, AI, Advanced Excel, dashboarding tools like PowerBI. Tableau, Macro, will be added advantage 
• Practical exposure to Commercials and Sales CRM tools is added advantage

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