Deal Engagement Specialist

Responsibilities

Deal Analysis & Optimization

• Analyze incoming deals to understand the customer's requirement, business objectives and financial implications, ensuring readiness for Deal Qualification Review (DQR).
• Collaborate with sales, legal and finance teams to review and evaluate the deal terms, deal structure, commercials and any risks and associated mitigation strategies.

Proposal Development

• Develop Total Cost of Ownership (TCO) business case for the client engagement.
• Develop a deep understanding of our products and services, target market and competitive landscape to deliver proposals that highlight our unique value proposition.
• Create content tailored to your client through research of the client context, footprint and strategics objectives, ensuring these are reflected in the proposals.
• Craft well structured and compelling documentation aligned with brand guidelines, formatting standards and quality assurance processes.
• Adhere to proposal submission guidelines, including formatting, word limits and version control.
• Translate technical detail into concise and persuasive language to resonate with the target audience.
• Collaborate with sales teams to develop win themes and proposal strategies that maximize our success and associated win rate.
• Provide guidance to sales teams on deal structures, pricing guidelines, and contractual requirements to support negotiation strategies.

Proposal Project Management

• Manage the end to end proposal development process, including key deliverables, budget management, schedule management and risk & issue management.
• Coordinate with internal stakeholders to gather inputs, review drafts and register necessary endorsements and approvals prior to release of proposal.
• Actively engage in all gate reviews throughout the deal flow, including Deal Qualification Review, Technical Certification, Deal Review, Contract Review, Win/Loss Reviews and Solution Handover.

Continuous Improvement

• Maintain current knowledge of industry best practices, proposal trends and evolving client demands.
• Seek feedback from sales teams, clients, and internal stakeholders to improve proposal quality, effectiveness and win rates.
• Identify opportunities to streamline and automate the proposal development process.
• Contribute to the development and enhancement of proposal templates, tools & resources.

Qualifications

• Bachelors Degree in business, project management or a related field. MBA or equivalent is a plus.
• Proven experience in proposal writing, business development, or a related role within IT services.
• Exceptional writing and proofreading skills, with a strong command of grammar, punctuation, and style.
• Ability to distill complex information and technical details into clear, concise, and compelling content.
• Strong attention to detail and ability to manage multiple proposals simultaneously under tight deadlines.
• Excellent research and analytical skills to gather and synthesize information effectively.
• Familiarity with proposal management software and tools is preferred.
• Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel).
• Excellent communication and interpersonal skills to effectively collaborate with cross-functional teams.
• Ability to work as part of a global team which may require engaging across distances, cultures,
• and time zones in a matrix organizational structure.
• APMP Practitioner Certification or possession of skill set and experience to acquire certification required.
• External project management certification such as PMP from PMI or other project management certification is preferred.

3-8 years of progressive broad-based information technology and business exp