Role Proficiency:

Independently manage business proposals end-to-end working closely with Client Partners Delivery Leaders and Services for large deals and for which new and complex technical solutions are required.

Outcomes:

End-to-end management of proposals including organizing planning tracking the bid and working closely with sales account services and other functions to prepare a compelling proposal response for RFPs where we do not have an already existing solution and requires complex technical solutions with multiple technology elements Understand customer requirements & business problems and drive the pursuit discussions towards building a winning proposal Develop a good understanding of the key elements that should be part of the overall solution narrative and enable the pursuit team to get enough clarity and inputs to create a compelling response Organize pursuit discussions war rooms and discussions with other support functions like HR Legal and Finance to complete the proposal response on time with quality Manage very senior stakeholders within the organization working closely and confidently with them Provide regular status updates to the sales leadership highlight issues and challenges to ensure timely intervention Final formatting and packaging the bid response documents for submission

Measures of Outcomes:

# RFPs responded # RFPs won Feedback from internal stakeholders Review and rework required on RFP responses

Outputs Expected:

Bid Management: :

Organize
plan and track the proposal end-to-end

Proposal Writing:

Prepare relevant
customized responses for proposals. Work with Services
Sales and other functions to get the right content/inputs

Quality:

Ensure all deliverables are reviewed and signed off by designated function heads and the final package is ready for submission before deadline

Stakeholder Management:

Drive pursuit conversations effectively to build the required solution Influence stakeholders and drive pursuits with clearly defined win themes and differentiators Get things done by other associates who are not in the reporting line

Teamwork:

Take initiative to get the proposal team aligned with the differentiators that are expected to be projected in the response. Drive proposal conversations towards common goal

Skill Examples:

Ability to write sales content from scratch relevant and customized to client requirements Ability to drive pursuit discussions to define win themes and differentiators to create a winning bid Ability to organize plan and track bid management activities get the necessary inputs from different stakeholders and stitch together to form a compelling response

Knowledge Examples:

A strong Pre-sales background Proposal writing skills Certifications like APMP will be an advantage

Additional Comments:

Deep Technical Expertise: Data Engineering: Solid understanding of data architectures, data modeling, ETL/ELT processes, and data warehousing concepts (e.g., dimensional modeling, star schema). Experience with various database systems (SQL and NoSQL) and data lakes. Proficiency in cloud data platforms (AWS, Azure, GCP) and related services (e.g., data storage, data processing). Familiarity with big data technologies like Hadoop, Spark, and Kafka. Knowledge of data governance, data quality, and data security principles. Data Science: Strong foundation in statistical analysis, machine learning algorithms (both traditional and deep learning). Experience in developing, deploying, and monitoring machine learning models in production. Proficiency in programming languages commonly used in data science (e.g., Python, R) and relevant libraries (e.g., scikit-learn, TensorFlow, PyTorch). Understanding of model evaluation metrics and techniques for ensuring model performance and reliability. Generative AI (GenAI): Solid understanding of GenAI concepts, models (e.g., LLMs, diffusion models, GANs), and their applications. Experience working with Large Language Models (LLMs) and related frameworks (e.g., Langchain). Familiarity with prompt engineering techniques and model fine-tuning. Knowledge of the ethical considerations and potential risks associated with GenAI. Presales and Business Acumen: Solutioning and Architecture: Ability to understand client business needs and translate them into technical solutions leveraging data, data science, and GenAI. Experience in designing end-to-end technical solutions, including data pipelines, analytical models, and GenAI applications. Capability to create technical blueprints, solution diagrams, and architectural documentation. Sales and Business Development: Understanding of the sales cycle and the role of presales in driving deals forward. Ability to identify opportunities, qualify leads, and align technical solutions with client business value. Experience in responding to RFPs/RFIs and creating compelling technical proposals. Familiarity with value proposition creation, ROI analysis, and business case development. Leadership and Interpersonal Skills: Client Engagement: Proven ability to build and maintain strong relationships with clients. Excellent listening and questioning skills to understand client challenges and requirements. Ability to manage client expectations and address concerns effectively. Team Collaboration: Experience working collaboratively with sales teams, delivery teams, and other stakeholders. Ability to coordinate with multiple teams to drive solution development and delivery. Problem-Solving and Analytical Skills: Strong analytical and problem-solving abilities to identify and address technical and business challenges. Critical thinking skills to evaluate different solutions and recommend the best approach. Learning Agility: Continuous learning mindset to stay updated with the rapidly evolving technologies in data, data science, and GenAI.