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Job Summary

The Bid Management Manager takes ownership of the end-to-end bid process from capture to implementation transition, drives and mandates the strategy to the pursuit team, working alongside key stakeholders. They track risk management throughout the bid process, and contribute to the creation of the proposal for Key accounts/GAM/Major Accounts.

Responsibilities

Capture

• Orchestrates all bid/capture activities during or prior to the proposal phase and post-submittal activities

• Organizes and leads internal stakeholders to develop the win strategy and technical and business solutions for a business opportunity

• Manages relationships and communications with internal stakeholders, subcontractors, third-party suppliers, and other partners required to successfully execute a deal

• Develops and delivers regular updates to executive Management and cross-functional stakeholders

Deal Qualification

• Oversees the pursuit team on the entire sales opportunity lifecycle from capture to Service Delivery Transition

• Understands and supports complex technical, commercial, strategic, and business issues

• Drives the pursuit team through the bid strategy, ultimately improving sales success rates

• Chairs, drives, and consults on Go/No Go decision

• Drives pricing to win strategy and all associated deal reviews alongside the commercial solution organization

• Produces and debriefs pursuit strategy to C+Level audiences

• Provides insight and suggestions based on analyses of opportunities and best practices

• Conducts necessary research and analysis as required for business strategy

Bid Management Process

• Acts as subject-matter-expert in the bid Management process to drive and mandate the overall strategy to the pursuit team

• Works with stakeholders to provide an executable, risk mitigated delivery plan of the opportunity that meet prospect’s expectations, scoring criteria

• Drives the pursuit team to align and harmonize strategy and to deliver against prospect’s and internal requirements

• Drives the quality of outputs through each stage of the bid process, instilling a culture of review, constructive challenge, and refinement at every stage to maximize the value of RFx and increase win rates

• Leads teams to deliver large and/or complex winning bids for commercial or government opportunities that cut across one or more business units or are of strategic importance to the growth of the business, owning the 'win strategy'

• Works with key stakeholders to build key prospect’s relationships; develops effective campaigns

• Produces effective value propositions and win themes to promote the wide range of services offered through the bid

• Through comprehensive research, maintains extensive knowledge of the current developments in the range of product e/o services offered, our competitors, and the wider business market to assess the position of the company and determine how to improve it

• Captures and challenges all assumptions related to the bid and make sure they are aligned with other bid assumptions

• Drives completion of all relevant documents at defined points in the bid process

• Attends all bid core team meetings and governance events as required, including prospects’ meetings

• Contributes to documents in preparation for these events and completes all actions arising

• Implements delivery strategy to bid and assists with handover from bid to project (not limited to contract negotiations, BAFO, presentations)

• Time manages bid activities by deciding timelines and responsibilities

• Reviews drafts and ensures improvement through quality control and procedures

• Manages the creation of complex methodologies and executive summaries

• Writes RFx with the support of Subject Matter Experts

• Ensures consistency across the bid in style, format, and language to align to overall bid strategy through value propositions

• Drives final reviews in accordance with Winning Color Team Reviews

Process Improvement

• Improves future opportunities, repeatable business through lessons learned to improve the bid lifecycle and sales process

• Gives guidance with business and marketing development through lesson learned

• Contributes in Implementation and handover process to Operations

• Guides development of post bid reviews, handover documents, and win/loss reviews Sales Enablement

• Owns the development and continuous improvement of the Bid Management process and toolset based on repeatable business through lessons learned

• Maintains and understands market trends, conditions, and challenges to align Equinix to the needs of current and prospective clients

Team Lead

• This is a team lead role of regional functional ownership, including spearheading process improvements, resource alignment/workload management, and regional stakeholder management for the global bid team function, and performing people management for the APAC bid team.

Qualifications

• 7+ years experience in Bid Management and Leading a team preferred

• Master's degree preferred

• APMP Practitioner certification required

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.

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