**Requisition ID:** 130272
**Work Area:** Sales
**Expected Travel:** 0 - 10%
**Career Status:** Professional
**Employment Type:** Regular Full Time
**COMPANY DESCRIPTION**
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
**BID MANAGER**
**Summary Job Description**
The Bid Manager is responsible for the overall management of bids and sales processes. The Bid Manager works directly with sales teams, solution advisors, and executive management to lead the SAP sales pursuit process. A Bid Manager can specialize on license or service business but also work on combined pursuits. Working as a Virtual Account Team (VAT) member, the Bid Manager provides leadership to cross-functional teams responsible for delivering defined project outputs to time, budget and project quality criteria. The Bid Manager also oversees when involved the activities of a Proposal Manager and their activities for proposal writing, editing, graphics and production. The Bid Manager is a subject matter expert for sales tactics, Pitch essages and is responsible for driving sales processes in response to requests for proposals, oral presentations and the preparation of other deal-centric, customer-branded sales collateral. The scope and breadth of the services delivered by the Bid Manager will vary by engagement as determined by the requirements and needs of the sales pursuit.
The Bid Manager adheres to bid and proposal management methodology practices and provides clear feedback to management.
The position requires acute attention to detail, the ability to manage multiple work streams within compressed timeframes, mature project management disciplines and strong oral and written business communication skills.
Responsibility: Trusted Advisor The Bid Manager works as a trusted advisor in the sales process by developing an understanding of sales strategy and by actively participating in conversations and meetings regarding pursuits. The Bid Manager engenders enthusiasm for the work to be done, honors commitments and contributes proactively to ensure optimal positioning of SAP, while encouraging idea generation and creativity for each pursuit.
**Key activities include:**
· Facilitates and contributes to Win Theme workshops to develop clear customer messaging and win themes.
· Performs initial research including identifying potential differentiators and win themes, and past / present relationship with prospect / customer including relevant background information
· Develops and manages the execution of effective and specific proposal and sales plans in support of hub revenue targets and maintaining sustainable growth.
· Builds relationships with teams and individuals to facilitate aligned support and serve as a representative of the Bid and Proposal Management Team
· Participates in appropriate sales team meetings, and develops relationships with clients to support the overall opportunity
· Participates in regional meetings regarding issues, objectives and steps to address
· Quickly develops their internal networks, effectively leveraging and managing the many available sales support resources
· Demonstrates innovation and best practices that are translatable for other Bid Managers and VAT Team members
· Prepares and delivers internal presentations on a variety of topics to the Proposal Team and others
· Detailed activities:
· Initial meeting or call with opportunity owner to fully understand the requirements
· Establish a Bid team to support the response across the different lines of Business
· Receive and distribute customer documents / requirements to the Bid team
· Establish a Bid schedule that is aligned with all Stakeholders in the Bid team
・Setup and facilitation of a kick of call and subsequent cadence calls to ensure adherence to the agreed Bid Schedule
· Ensure that the Bid team has a common understanding of objectives
· Distribution of the appropriate response template for the Bid. This includes working closely with a Proposal Manager to deliver the required outcome.
· Setting up of the Document workspace for the Bid and ensuring that all Bid team members have access.
· Activate the Mission Control Centre to generate the Scope document and effort estimate
· Ensure that the C2 is generated by the MCC
· Ensure that the opportunity owner completes the C2. Check for completeness and VSOE clearance. Provide support to ensure the customer price point is reached or a competitive price point is reached whilst adhering to the SAP pricing guidelines
· For RFP/RFI, ensure all requirements are fulfilled / responded to. Collect and collate the non technical sections such as CVs, Company details, audited financial results, customer references, etc
· Set up and run Win theme sessions and story Boarding. At minimum, ensure a well executed Executive Summary and a compelling value proposition.
· Activate the Delivery team for the scheduling of the PSSO
· Activating the GRC team for a Risk review based on the outcome of the PSSO
· Ensuring the distribution of the relevant documents to the Bid Team in the required format consistently during the entire cycle
· Continuous tracking and update of information / feedback received from the Bid team members and the reviews throughout the Bid Cycle
· Ensure the RPS is received timeously
· Executing the Bid Q gate is line with the established Governance process.
· Activation of the Legal team as appropriate eg (in situations of non adherence to standard Ts and Cs)
· Be aware of the DOA and subsequently schedule Market Unit and APJ Bid Council calls as appropriate.
· Timeous scheduling/ requesting of Deal Governance calls. Working within the prescheduled time slots.
· Ensure adequate preparation for the Internal Bid councils. Garner as much support as possible in advance.
· Ensure all relevant stakeholder/ approvers are covered.
· Update PMC
· Upload complete documents in PICA
· Trigger a survey, Process Excellence review or Quality review
· Update the results in PMC and publish
**Key Activity: Project Management**
The position requires efficient execution of sales strategy, including planning and execution of document creation and delivery. The Bid Manager organises, manages and prioritises tasks and timelines for projects to meet and manage deadlines, ensuring timely delivery.
The Bid Manager serves as an effective liaison with the cross-functional team (sales, virtual, Solutioning, Risk, Delivery, Finance, Legal, Proposal Managers, or otherwise) to best meet the needs of the project. The ability to multi-task is critical.
**Key activities include:**
· Leading project planning activities and managing the execution of projects according to plan.
· Managing relationships with project stakeholders, including internal and external clients, keeping stakeholders informed of progress and issues in order to manage expectations on all project requirements and deliverables.
· Managing and communicating a clear vision of the project’s objectives, and motivating project teams to achieve them; create a project environment that enables peak performance by team members.
· Proactively identifying changes in scope and ensuring appropriate measures are taken with stakeholders to reassess and amend the scope of work requirements, budget and timeline.
· Analyse project risk, establish contingency plans and identify trigger events and responsibilities for initiating mitigating action.
· Orchestrating resources, including the deployment of appropriate teams to execute winning pursuits
・Coaching team members to clarify assignments and deliverables; review quality of work and manage integration of team members’ work and provide performance input to project team members’ management.
· Ensures execution of defined processes, realising and identifying areas for improvement.
· Assisting in converting proposals into a scope of work.
· Ensures VAT engagement to cover technical content, risk analysis, contracts, revenue, recognition, approval, and so on.
· Maintaining accurate records of activities for reporting to field teams and PM leadership.
· Supervises the activities of a Proposal Manager and Graphic Designer, addressing all requirements such as copying, binding and packaging of proposals including covers, tabs, spines, labels, binders, diskette or CD sheets or envelopes and brand adherence.
· Identifying methods to increase speed of delivery without compromising quality and quantity.
· Escalates issues (including resourcing, missed deadlines and quality) to management appropriately
**Key Activity: Approvals / Compliance**
The Bid Manager is responsible to check all deliverables and ensure quality of output, compliance to SAP guidelines, and to customer requirements.
**Key activities:**
· Ensuring documents are consistent with SAP branding and One Voice
· Identifying risks with regard to risk reviews (e.g., US GAAP, Revenue Recognition) and authorisations
· Responsible for the completion of required documents (e.g., BEE, Vendor questionnaire, Standardised Forms, Reps and Certs, Transmittal Letters, and so on.)
· Facilitating appropriate reviews, including legal and risk reviews
· Managing and facilitating peer and red team reviews
· Supporting and ensuring adherence to required approval processes, and that appropriate authorisations are obtained as determined by the License sales or Services sales execution requirements.
**Competencies and Skills / SAP Values**
Please also refer to the SAP Values. The competencies are behaviours and skills required to perform effectively in the role. A rating of 1 to 4 is assigned for each competency with each meaning:
· Level 1 – Occasionally demonstrates some of the behaviours described in the competency descriptors. Learning to develop a better understanding of the competency and how to apply it to his / her work.
· Level 2 – Demonstrates most parts of the behaviours described in the competency descriptors. Behaves competently in routine situations. Understands the competency and how to apply it to his/her work.
Takes initiative for improvement regarding the application of the competency in own work.
· Level 3 – Fully proficient in understanding the competency and how to apply it to his / her work. Effectively demonstrates all of the behaviours described in the competency descriptors in own daily work.
Behaves competently even in difficult or moderately complex situations.
· Level 4 – Acts as a role model for consistent and effective behaviour as described in the competency descriptors. Behaves competently even under challenging or complex situations. Actively encourages others to demonstrate the behaviour.
**Experience and Educational Requirements**
**Experience & Language Requirements**
· Minimum of 8 years of professional working experience
· Experience working within operations/sales related fields is required
· Experience in technology field, with software knowledge a strong advantage
· Local Language Fluency
· English: Level 3: Fluent (Able to fluently understand and communicate verbally and in writing)
**Education**
· University degree (Bachelor) or relevant tertiary certification
**Professional Training & Certification**
· APMP Foundation Level Accreditation an advantage
**SAP'S DIVERSITY COMMITMENT**
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection