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.
