Strategic Bid Manager (Global/EMEA)

About Xerox Holdings Corporation

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com.

Purpose:

To lead cross-functional pursuit and deal teams on large (typically $5m+ TCV) deals, which are global and multi-country in scope, developing a compelling win strategy and proposals/submissions to beat competition. In the RFX scenario, the Strategic Bid Manager is responsible for the tendering process and content end-to-end. Pursuits and deals cover all areas of the Xerox offering portfolio e.g. MPS, CES and CCS.

Responsibilities:

• Lead virtual deal teams, including Sales professionals, Service & Technical Architects, Commercial Manager, Service Delivery professionals & other SMEs to successful contract award and signing, including contracting and handover to transition
• Achieve win rate of 40% new business by value and 90% renewal by deal value
• Lead development of best-in-class proposals, including allocating specific tasks and responsibilities to virtual team members working with Bid Executive and Proposal Managers if appropriate to ensure quality control, consistency and clarity of key messages
• Develop and manages the bid development project plan, including setback schedules, to ensure all internal, partner and customer deadlines are met with sufficient time allowed for ensuring iterations and high-quality work output
• Ensure robust business case development using all tools & resources available to identify and achieve price to win.
• Ensures a robust contracting risk management process is utilized and discussed during each executive tollgate – in line in line with global governance and corporate requirements
• Contribute relevant materials to Xerox bid management knowledge base once bid is concluded and facilitates tracking of relevant performance metrics and dashboard metrics throughout deal process (including final award)
• Contribute to ongoing process improvements related to the global governance process and provides input to the development of best practice, repeatable bid management processes
• Drives improved profitability and bid cost reduction through re-use, best practice processes and knowledge sharing.
• Provides expert support and input to bid management issues. Ensure root-cause analysis is conducted and corrective action plans – where appropriate - are followed through with learning applied for future benefit
• Ensure resource requirements are identified and communicated to enable broader resourcing plans and deal prioritization., prioritizes bid and project management resources
• Monitor and inspect bid status to ensure ongoing commercial viability of all bids and ensures appropriate contingency actions are in place
  
  

Background, Experiences, and Qualifications:

• Fluent (Working, business) English
• Experience in Bid Management advantageous but customer facing essential.
• Experience in any of the following areas an advantage: service delivery management, sales / sales management, commercial management. Experience of bid management in other companies an advantage.
• Proven ability to develop relationships at all levels in an organization
• Proven ability to resolve problems and break through constraints encountered when leading complex, high-risk, high-profile pursuits.
• Strong business acumen
• Effective under pressure, able to lead and coach others in pressure situations
• Experience of the selling cycle of services value propositions at C-level
• Demonstrated ability to work collaboratively, and lead, in a matrix management environment
• University degree.
• Relevant professional qualifications (e.g. PMI, Lean Six Sigma) an advantage