Position: F&A Presales Bid Manager (BM): Designation: Senior Manager / group manager Reporting Structure: Business Head - HCL Digital Process Operations (DPO): Location: Noida/Hyderabad F&A Strength: 19000+ professionals, 75+ Global clients supported from over 50+ global delivery locations. Your Life @ HCL: What matters to you when youre looking for your next career challenge? Maybe you want to get involved in work that changes the world. What about somewhere with incredible and diverse career and development opportunities where you can truly discover your passion. Are you looking for a culture of openness, collaboration and trust where everyone has a voice? What about all of these? If so, then HCL could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible. Impact. Inclusion. Infinite Experiences. Do your best work ever. Main purpose of the role: The BM plays a critical client-facing role that interprets and translates client requirements into a solution that can be configured from a standard set of offerings. They are responsible for project / program managing the bid responses for the client. This will be supported by the current HCL methodologies and frameworks. The BM operates as a single point of contact or as part of a team accountable to the Solutions SPOC from initiation to deal closure. They will help in the co-ordination of the internal teams such as transition, transformation, delivery and technology to provide the necessary end to end proposal outputs that meet the client RFI or RFP requirements. The role requires a clear communication style and an ability to articulate complexity in a simple and understandable way. This dynamic and multi-faceted role is an exciting opportunity to drive the next generation of F&A outsourcing to ensure high win rates for new clients and improving account development. Job Brief: ( Support pre-sales, solution development, bid management, Project management) F&A BM is primarily responsible to work with sales teams, prospects & clients, alliance partners and delivery, to navigate the bid management process and proposals to offer and enable them to source F&A services from DPO. The F&A Practice team is led by Solutions Head, F&A Presales. The team will be based out of various global locations (both onshore and offshore) and is truly diversified on various other parameters. The team is entrusted with responsibilities to support presales and bid management activities based on various domain and technology capabilities relevant to F&A that DPO possesses and continues to build rapidly Roles & Responsibilities : Project manage, structuring the solution, costing-pricing, developing & presenting proposals. Aligns the transition/transformation architect, commercial architect and SME resources to develop the overall solution Unifies the team to build a value proposition which showcases HCL's capabilities & how they meet or exceed client's needs Contributes to the writing and presentation of overall solution to the client, Create presentations, collaterals, sales pitches Conduct and actively participate in client interactions throughout the sales process, as necessary Provide input for internal reviews and external documentation including required risk management contingencies Proactively reviewing solutions and gaining alignment with transition, transformation, and operational delivery on proposals Bring Market intelligence, Industry intelligence, keeps up to date with market trends and able to speak confidently about the external market and position HCL positively within that Gather inputs from diverse range of sources to create an articulate & compelling propositions for the client, Shares best practices and lessons learned in order to develop the HCL proposition Work with onsite sales teams, in a partnership model to pro-actively research specific accounts, identify client's pain areas/business challenges, and design appropriate solutions for pro-active proposals. Work with Delivery, Pricing, Transition teams to address pursuits (RFX- s) and lead solution design activities Convince stakeholders on the challenges identified and how the proposed solution benefits the client Bid management to help define/refine sales messages. Responsible for preparing for meetings and tailoring communications to address business needs of potential clients as part of the pre-sales process Engage with clients and internal operations teams to successfully stand-up and transition work from clients to HCL Manage Analyst responses and seek to be in top rankings Knowledge & Skills Requirements: Experience in high end F&A such as financial modeling, budgeting, performance management, improvement studies, financial risk management, would be an added advantage. Exposure to commercial models understanding relevant to F&A (e.g. cost break down sheets, business case analysis, TCO analysis, etc.) Excellent interpersonal, detail orientation and organizational skills Ability to work and team effectively in a networked organization with other management personnel including on a global, virtual basis. Should be able to work seamlessly with various cross-functional teams Excellent written and verbal communication skills - must be able to communicate fluently in English. The ability to present ideas in a clear, concise and compelling fashion to any audience Open to work flexible hours to provide support to multiple geographies, The ability to work within and manage a geographically diverse team. Proven experience in the ability to build trusting relationship with peers, the broader operations community and other stakeholders both internal and external. Demonstrable ability to engage in constructive dialogue with the client and stakeholders with a focus on solutions. Strong organizational skills; being resourceful, effective and efficient at marshalling multiple resources to get things done, able to work on multiple tasks at once without losing track, and foreseeing/ planning around obstacles. Strong analytical skills and an eye for detail. Excellent understanding of the pre-sales and F&A domain Required Expertise: Understands and applies knowledge of processes, business unit or country objectives in framing, evaluating and selecting alternatives for solutions. Has the required proficiency levels of skills and applies skills to the design of solutions Mentors others in the Bid management. Provides guidance to team members (Project Managers, Architects and Specialists, among others) in new or complex solution design Proactive and Creative Problem Solving: Anticipates potential problems associated with the solution being developed. Develops and leads execution of the technical risk management plan for the solution to be implemented. Understands future customer, industry and trends. Applies this understanding to develop robust solutions and to identify opportunities for future business. Analyzes new and complex situations. Selects, tailors and applies methods to analyze client needs and develop requirements for solutions. Evaluates potential solution elements using a formal methodology and selects most appropriate elements. Assesses business and impact of solutions. Agile strategic thinking to embrace imperfect data / info and combine with intuition to offer actionable advice to client Displays passion and creativity in all aspects of providing a solution to clients and organisational business needs Experience Winning track record of leading the bid mangement of large, complex, technology-centric, global F&A solutions Industry domain specialization/know-how in F&A processes in a or multiple industries namely banking, financial services, healthcare, life sciences, manufacturing, retail, telecom, hitech, logistics, utilities-energy Defining competitively differentiated solutions & offerings with top F&A technology partners, intelligent-cognitive partners and across an enterprise-wide technologies Successfully leading multi-function, global teams on the solutioning and sales of F&A deal pursuits through all stages of the sales process with strong program management Understanding of the CFO/F&A organization and ecosystem, F&A market and providers to develop and differentiate solutions and how we go to market to outperform them Ability to operate in a fast-paced entrepreneurial and highly matrixed organization and roll up your sleeves attitude to get things done inside and outside the company Experience in due diligence, process definition exercise, Solution identification, feasibility assessment, handling client visits Core competencies Ability to clearly articulate and sell the solutionbeing able to explain the solution in simple termsbeing able to “draw” the solution on a white board in a few minutes in such a way that the audience understands how it works and what the key variables are that will impact the solution cost Strong understanding for Deal Commercials, understands the financials and whether we can deliver a deal profitably Detail Oriented– “the buck stops with this role” so needs to be able to go deep or stay at high level depending upon the audience and the need Good understanding of offering strategy, the standard solution components, the likely adaptations of the solution, as well as knowledge of recent deals/solutions and changes that were made to the standards Ability to articulate a strong differentiation story in an offering - Articulate a business outcome driven value proposal for the client / shaped a value tree with all dimensions (working capital improvement, cash improvement, TCO reduction, growth & revenue generation, customer journey/value) Able to communicate shared understanding of changes that clients will need to make other required changes on their end Being willing to bringing in the right expert, offering, etc to ensure effectively address the client’s needs and expectations Able to manage relationships- internal stakeholder management: makes things happen seamlesslya top quality BM makes sign-offs/reviews a natural act so that the deal is effectively reviewed as it is built vs. leaving these sign offs to the last minute resulting in everyone feeling pressured Disruptive and innovative, forward thinking and moving beyond what does exist today. Education & Experience : Ideal candidate should be Graduate / Post graduate Degree in Commerce / Business Management Professional qualification : CA, ICWA, CPA, would be preferred Minimum 9+ years in a corporate ITes environment – Industry: - BPO/ BPS/BPM Last 5 years- experience in a similar role. Individual contributor and self-starter
