BT Principal Bid Manager in Dallas, Texas
Principal Bid Manager
Team: BT in the Americas
Travel requirement: As Needed
Existing authorization to work in the United States is required. Relocation support for this position is not currently available.
Why this role matters
The role holder leads bids of a high value, complex and high-risk nature (typically outsourcing, solutions and multi-vendor designs) from initial qualification to successful acceptance by the customer and handover to delivery.
He/she makes operational management decisions to keep the bid on track working with a high level of autonomy with an ability to handle many streams of information and formulate an opinion and judgement on this information. He/she manages identified risks, develops strategies and makes key decisions to reduce the impact of these risks and acts as bid issue escalation point and is responsible for resolution management.
He/she will manage a team of bid managers in the US and/or Latin America
What you’ll be doing
To take responsibility for specific bids, managing bid delivery with rigour, planning and the associated resources and systems.
To form and inspiringly lead the virtual bid team, co-ordinating all bid activity and to ensure that all calls and meetings outputs are documented (updated bid plan, tracking actions, etc.)
To act as the single point of contact and communication for a bid
To expertly input into and co-ordinate sales strategy, technical design, project management and commercial & financial inputs leading to obtaining authorisation in line with current corporate governance.
Expertly use a number of the Bid Management methods and tools for best practice (relating to Risk, Cost, Pricing, Qualification, Planning, Proposal & Document Production, etc.) in support of complex bids.
Provide 100% adherence to the GS Win Business process, Corporate Governance and required CRM (Salesforce) updates. Audit trails to be complete and documentation held on SharePoint.
To ensure appropriate and timely update communications to Head of CF&BM Americas, Senior Management and WNB Authorisers (MU SMT/GSLT).
To drive and instill the benefits of Structured Proposal writing to the virtual teams and leading them with a unified approach to proposal creation (e.g., Shipley, 4 Box Model, Win Themes, Hot Buttons).
To lead continuous bid qualification, continuously challenge and review progress of bid, demonstrating gravitas and credibility at all times and challenging appropriately; identifying any areas of weakness and leading the team to obtain consensus to “no bid” or assisting in developing an action plan to address issues/concerns.
To have a solid understanding of financials issues – including critical view and analysis, ability to explain material impacts of results.
Helping the Head of CF&BM Americas to develop the “RACI” model in the Americas MU involving Bid Management. Taking a Lead role in smaller Non-Standard bids where there is no Deal Architect.
To apply commercial knowledge and leadership to accurately build, identify costs, develop pricing strategy, and develop bid strategy for smaller Non-Standard bids under the RACI model going forward. To present these bids at sign off.
Identify risks at an operational and strategic level and execute detailed mitigation strategies.
Lead Risk Workshops where appropriate, communicating creative mitigation strategies to the wider Bid CoE community.
Demonstrate the ability to influence the strategy of the bid (under RACI) by being able articulate and capitalise on the knowledge captured from previous bids and deliver commercial and business expertise on major bids to increase the win chance for BT, mitigate BT’s risk exposure and increase the benefits to the customer
Represent BT at customer meetings and develop customer relationships (e.g. SPOC for BT bid team to customer). Support negotiations within major customer, partner and supplier environments.
Engage and manage relevant SME’s for specific bid areas such as Procurement, Commercial Finance, CLR, Regulatory & Compliance, GCS, Delivery, HR etc.
To assist and input in to C&B Americas team strategy and development, including alternative solutions, actively input into the strategic direction of the Bid CoE, and C&B Americas. Help and promote staff development, input into staff quarterly reviews. Proactive role in bid allocation within the team.
To promote understanding of the vision and strategy of the Bid Management CoE and of the bids supported. To proactively highlight any areas for improvement and provide solutions and support to resolve them.
Continuous Improvement lead for BM in US&C. Develop, drive team & assist Head of CF&BM Americas to develop CI in Americas BM Team. Identify new CI initiatives and projects. Lead on some CI projects of their own. Drive towards CI Accreditation (progress though levels).
We’ll also need to see this on your resume:
Strong project planning and ability to work on multiple projects (bids)
3-7 years of Bid Management Experience
Confident Interpersonal Skills with internal and external customers
Effective stakeholder management covering large numbers of senior stakeholders / multi-organisational & multi-discipline relationships and expectations
Strong qualification of deals that will win
Strategic/Commercial thinking on how deals can be managed and won
Bid Planning and strong execution skills and ability to flex / re-position plans
Leading multiple diverse Teams to deliver an output to often challenging timescales
Early identification of bid issues and decision making skills to resolve
Strong risk awareness, and ability to identify risks, quantification and register. Development and evaluation of mitigation strategies to minimise negative impacts
Proposal Management - ability to produce a customer centric proposal via story boarding, development of hot buttons, company differentiations, competition analysis and delivering winning proposals
Understanding of BT’s WB governance process and compliance (or standard Governance practices)
Self-motivated/High level of Autonomy and Set direction
Lead by example through Inspiring, Challenging and Coaching
Bring value and make Change happen in order to make a positive difference
Bachelor’s Degree (desirable)
Staff management and leadership experience (desirable)
Why choose us?
BT in the Americas is a leading expert in managed networked IT services, operating globally and delivering locally. We work for 8,500 organizations, such as Nestle Purina, BMW, Credit Suisse, Deutsche Bank, Heinz, Procter and Gamble, PepsiCo, Bristol-Myers Squibb, JP Morgan Chase, Bank of America, Fiat- Chrysler, Microsoft, NATO, NYSE, Thomson Reuters, Unilever, Volkswagen, Volvo and many more. By combining products and services with industry-specific solutions and consulting expertise, we deliver efficient and secure systems to our customers.
BT has had a presence in the United States for more than 30 years. Headquartered in Dallas, Texas, we have more than 3000 professionals, with offices in over 16 key cities across the US. BT owns and operates its own network infrastructure in North America. This includes nation-wide reach to all major US cities with MPLS nodes across the US, making up one of the larger MPLS networks of any carrier in the region. This expanded footprint enables us to reach over 80% of key customer sites, as well as extending coverage beyond the US with MPLS points across the region.
BT sets high standards for its employees, but also strives to provide a work environment and culture that fosters health and wellbeing. Above and beyond your base salary, sales compensation plan, and full comprehensive benefits, BT offers high deductible health plans that empower employees to make good health care decisions, with the ability to use funds from a health savings account - to which BT contributes - that the employee manages and controls. In addition to a generous vacation allowance, all employees receive an additional 3 paid days per year to volunteer in their communities.
BT is an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
Job: Bid Management
Title: Principal Bid Manager
Requisition ID: 71728