Deal Manager - ICT Bid Management

du


Date: 2 weeks ago
City: Dubai
Contract type: Contractor
Key Accountabilities

Outcomes this role delivers

  • Bids submitted on time, complete, and compliant with what the client asked for.
  • A bid or no bid decision on record before any architecture effort is spent.
  • The win rate set in the annual performance target, across bids submitted.
  • No submission carrying a commitment du Tech cannot deliver.

Standards this role enforces

  • Withhold submission where an internal estimate or a partner proposal is missing, unattributed or undated.
  • Escalate where a price cut was achieved by reducing delivery effort rather than changing scope.
  • Withhold a bid and escalate to the Deal Committee where the client profit and loss cannot be delivered.
  • Confirm the estimate of record is complete at the Delivery Assurance Review.
  • Decline to advance a sales stage where its exit gate has not been met.
  • Draw proposal content only from the current approved version of the asset library.
  • Confirm before submission that the closing documentation standard can be met.

Running the bid

  • Own the bid plan and timeline and escalate late internal inputs rather than compressing review.
  • Direct the pursuit team across Sales, Architecture, Pricing, Finance, Legal, Contract Management, Product and Delivery.
  • Support the win strategy set by the account owner and the architect: proposition, competitive position and price to win.
  • Apply the bid or no bid gate against the six mandatory criteria and convene the Lead Qualification Forum.
  • Schedule the Delivery Assurance Review, Deal Release Sales Review and order handover with the notice the process requires.
  • Monitor tender portals for the assigned accounts and register what is relevant.

Bonds, contracts and handover

  • Own the bid, tender and performance bond process: approvals first, Treasury lead times, retrieval and cancellation.
  • Register every Master Services Agreement and contract for legal review. No legal review, no signature.
  • Own credit verification to its published service level with the full document set.
  • Embed the mandatory ICT terms and conditions checklist in every commercial proposal.
  • Register demand in the Demand Portal at order handover and chase any missing documentation.
  • Archive every bid in the repository and keep the bid portal current.

Artificial intelligence, assets and corporate obligations

  • Use artificial intelligence on the mechanics of bid production: requirement extraction, compliance matrices and first drafts.
  • Spend the time released on the quality of the argument, not on producing more pages.
  • Contribute reusable assets each cycle: proposal modules, response libraries and compliance matrices.
  • Lead the monthly win and loss root cause review on the top three to five deals.
  • Complete compliance, training, surveys and reviews in full, ahead of every deadline.

Key performance indicators

  • Bid ownership: share of all du Tech bid opportunities personally led, against the coverage set in the annual performance target.
  • Bid win rate across submitted bids, against the target set in the annual performance objectives.
  • On time submission of every assigned bid against the client timeline, with a documented action log.
  • Risk mitigation and compliance against client requirements, templates, formatting and governance standards.
  • Governance: Lead to Order adherence end to end, from bid or no bid checklist and kick off through submission, handover and repository.
  • Renewal and change request revenue secured with bid support, and the weekly funnel cadence held.
  • Estimate of record completeness on every assigned pursuit.
  • Team contribution: knowledge shared, and reusable assets contributed and used by others.
  • Targets and weights against each measure are set annually in the individual performance objectives and the Bid Management scorecard.

Qualifications, Experience And Skills

  • Bachelor's degree in business, engineering or a related field.
  • APMP, PMP or PRINCE2 certification is an advantage.
  • Minimum 5 years in bid, proposal or deal management on enterprise and government pursuits.
  • Has run public sector tender processes, including portal submission.
  • Has held a submission back over a commercial or delivery risk, and made it stick.
  • Commercially literate: margin, contract terms, bonds and risk.
  • Practical use of artificial intelligence in proposal production.
  • Runs a cross functional team to a fixed date without owning any of them.
  • Writes and edits to a standard that wins.
  • Spots the unpriced obligation and the non-standard term before they are signed.
  • Holds the line on quality when the timeline is compressed.

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