Pre-Sales Consultant / Solutions Specialist

  • Full Time
  • Lebanon

Overview

  • Position Title: Pre-Sales Consultant / Solutions Specialist
  • Experience: 5+ years of experience
  • Location: Lebanon
  • Division/Department: Marketing and Solutions
  • Reports To (Title): Pre-Sales Manager

Job Responsibilities

  • Proposal Management activities:

    • Responsible for timely delivery of all allocated proposal projects ensuring the highest quality of customer deliverables;
    • Manage the proposal project, working closely with the Bid team/Account Manager;
    • Produce & manage the proposal project plan (including risk analysis & contingency planning), ensuring that all necessary activities are completed on time;
    • For assigned projects, co-ordinate and manage the activities of other proposal center staff as required to be involved in the proposal;
    • Ensure a consistent and clear story in the overall proposal document by reviewing and providing critique to the content produced by contributors and Proposal Writers;
    • Lead proposal learning reviews by providing objective facilitation and developing clear action plans.
  • Bid Management Activities:

    • Ensure that all relevant bid processes are followed as required (e.g. sales qualification, bid assessment & preparation, business approvals), and lead meetings as required;
    • Facilitate the proposal strategy meeting with the account manager/bid team and other key proposal contributors to ‘storyboard’ proposal content based on customer & competitive analysis;
    • Facilitate Pre-Proposal planning meetings with the Account Manager/Bid team to ensure that appropriate steps are taken to maximize the proposal chance of success;
    • Coach the bid presentation team if required (slide development, logistics, rehearsals etc.);
    • Understand the bid strategy from a business perspective and audit / build opportunities business cases in support of business targets;
    • For bids won, ensure thorough follow through handover to Project Delivery.

Education & Qualifications

  • Bachelor degree in a numerate or business discipline or significant relevant experience;
  • Experience in Project Management.
  • Understanding of opportunities financials and commercials is a must: Handling business cases, understanding margins, NPVs, IRRs, cash flows, overheads, PnLs, etc.

Experience

  • Minimum 2 years of experience within commercial industry, ideally IT;
  • Minimum of 2 years of experience within the field of bids & proposals – purchasing and/or sales – including exposure to the vendor side.

Knowledge & Skills

  • Clear understanding of proposal management processes including pre-proposal planning, strategy development and storyboarding, proposal writing skills;
  • Understanding of bid management process including whole sales cycle;
  • Excellent facilitation skills – able to build & motivate proposal teams, generate creativity, act as an effective ‘devil’s advocate’ and use a range of facilitation techniques;
  • Able to quickly establish credibility and rapport with sales & business staff and to form teams across organizational boundaries without direct authority;
  • Good purchasing empathy – able to identify customer drivers in RFPs;
  • Enthusiasm for working in an intensive, deadline-driven and high-profile role;
  • Able to work effectively on multiple, concurrent projects;
  • Clear understanding of bid management processes and proposal lifecycle.

Core Competencies

  • Adhering to Principles & Values
  • Creating & Innovating
  • Customer Focus
  • Results Orientation
  • Teamwork
  • Communication
  • Impact & Influence
  • Leading Execution

Additional Information

Language proficiency: English and Arabic fluency is a must, French knowledge is a plus.

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