Proposal Manager in Sunnyvale, CA

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Industry:

Manufacturing & Automotive   •  

5 - 7 years

Posted 8 weeks ago

The mission of the role is to manage proposals and find the best-fit deal structure for a win. This role works across various functions to ensure that the company can deliver on the deals we book. The successful candidate will be proactive and is able to partner closely with the Business Development and SE teams in the analysis, development, costing and approval of RFPs, proposals and quotes for existing / prospective customers to ensure that the Biz Dev department is able to meet its growth and profitability targets.

Primary Responsibilities

Deal Desk Process (Quote to Cash)

Act as a business partner to the Biz Dev team in structuring and closing deals while ultimately enabling them to accomplish their quarterly and annual goals

Enforce company sales policies and procedures and work across departments to design appropriately structured deals (Biz Dev, Finance, Contracts / Legal, Engineering / PM, Mission Services)

Own and evolve the deal review process for the company to help scale the business

Own and run executive-level deal review meetings; to include closing actions after the review and summarizing the deal overview

Provide product support, cost / margin analysis, and quotation guidance to the team (working in parallel with finance to ensure engineering-PM-Biz Dev-finance alignment)

Forecasting

Partner with Biz Dev leads and sales engineers to forecast order commitments for each quarter

Manage, drive and run forecast calls with business development leads / sales engineers to determine deal maturity and make recommendations for forecast / upside opportunities to Manager, Customer Experience Team

Partner with Manager, Customer Experience to forecast each quarter with high accuracy and be able to summarize the forecasting snapshot to executives during ad hoc conversations

Enforce sales stage definitions and ensure that deals are appropriately represented on sales stages

Proposal Responses

Responsible for the review of and response to the RFP, submit proposal and quote processes

Lead proposal responses, including review of deal documentation or RFPs and SOWs to ensure detailed understanding of bid requirements and deal structures

Work closely with Boeing entities to align on proposals / deals as appropriate

Lead the team through appropriate FAR12 / FAR15 scope delineation and proposal set up

Long-Range Business Planning

Partner with the Head of Business Development to provide data / deal analysis for annual business planning

Establish process with Biz Dev team to receive and evaluate their inputs; partner with finance / CFO to refine the inputs

Cross Functional Projects

Run cross-functional projects to improve processes and close organizational gaps as they appear (i.e. IT gap analysis across systems and drive to resolutions)

Identify and drive process improvements to adjust to the adjusting business environment – be responsible for driving those items to completion

Requirements

Bachelor's degree required, MBA desirable

Minimum 5+ years of deal desk experience in a relevant high-tech industry, including experience preparing for and running executive-level deal reviews for approval + minimum 2 years' experience program / proposal management

Proficient MS Office Skills required, particularly advanced Excel skills

Experience using CRM applications required; NetSuite is a plus

Experience reviewing deals and presenting data to executives.