Proposal Manager

About Xerox Holdings Corporation

For more than 100 years, Xerox has continually redefined the workplace experience. Harnessing our leadership position in office and production print technology, we’ve expanded into software and services to sustainably power the hybrid workplace of today and tomorrow. Today, Xerox is continuing its legacy of innovation to deliver client-centric and digitally-driven technology solutions and meet the needs of today’s global, distributed workforce. From the office to industrial environments, our differentiated business and technology offerings and financial services are essential workplace technology solutions that drive success for our clients. At Xerox, we make work, work. Learn more about us at www.xerox.com.

Purpose:

The Proposal Manager is a holistic role within the NAO Bid Operations organization. The Proposal Manager acts as key support by facilitating, consulting and guiding the team through the proposal development process. Provides Project Leadership on pursuit opportunities ranging from $10M and above in Total Contract Value, including global deals. The purpose of this role is to help the go-to-market pursuit teams “win” business for Xerox by:

Supporting the Business Team in developing a compelling Proposal that demonstrates Xerox’s value proposition and meets customer needs.

Successfully manage and support multiple overlapping Proposals; managing version control thru final Proposal.

Scope:

• The Proposal Manager is assigned to work with a subset of key resources from the Business Team on deal pursuits that range from $10M and above in Total Contract Value, including global deals.
• This role is accountable for assisting the Pursuit Team in establishing and navigating the appropriate response and content for the Proposal Development process to ensure a Quality, fully Compliant, and Xerox Branded Proposal.
  
  

• Facilitate Pursuit Project: Act as the primary point of contact for the team. Act as key support by facilitating, consulting and guiding the team through the proposal development process. Schedules and facilitates initial “getting started” Kick-Off meeting and subsequent Check-Point Meetings, including a Final Hand-off Call.
• Number of meetings will depend on the scope and submission deadline per deal.
• Assemble and update Bid Planner Workbook: A step-by-step “handbook”, which provides the team with guidance and structure in the Proposal development process and governance, including Team Roster, High Level Schedule, Proposal Development Actions and Proposal Input Assignments.
• Lead and establish cadence calls: Schedule Status/Checkpoint calls with teams and sub-teams to ensure target completion dates and tasks.
• Manage content: Search, review, edit, and rewrite RFXs; provides copy editing and quality assurance support for content provided by PC (Proposal Consultant) and assigned SMEs/team members.
• Manage document: Develop RFx (RFP, RFI and RFQ) responses; analyzes existing RFx responses to determine compliance with proposal requirements.
  
  

• College Graduate - Project Management oriented.
  
  

• Proactive Project Management: Initiates the Proposal Development process and communicates expectations of the team within 48 hours or less of assignment to the deal.
• Time Management: Ability to manage multiple deals; demonstrate the ability to prioritize and effectively manage meeting schedules and tasks.
• Oral Communication: Ability to verbally articulate clear direction and provide instruction regarding the Proposal Development process and clearly communicate status, issues and timely updates to key
• Managing Conflict: Dealing effectively with others in an antagonistic situation; using appropriate inter-personal skills and methods to reduce tension or conflict between two or more people.
• Successfully manage and support multiple overlapping Proposals; managing version control thru final Proposal. Maximum of three (3-4) per PM.
• Project management skills. Ability to multi-task / work multiple projects within the same timeframe.
• Understanding of critical steps for Proposal Development, quality control and desktop publishing.
• Experience in facilitating cross-functional team meetings.
• Good oral communication skills.
• Understanding of BMPP process.
• Consultative knowledge of document production using Microsoft Word, Excel, Power Point and PDF software and the ability to manage large and multiple documents.
• Ability to work under pressure as part of a cohesive team.
• Experience with electronic content delivery including Ariba or other online Bid Submission Tools.
• Consultative knowledge and usage of databases and Intranet.
• Ability to multi-task / work multiple projects within the same timeframe.
  
  

• Identify Pursuit & Capture Team: Overview and obtain validation on all team resources required to pursue the deal from a qualified sales lead through profitable deal capture; including the engagement of Legal and Xerox Business / Alliance Partners as needed.
• Awareness of Proposal Development Tools and Resources: Provide an overview and ground the sub-team on the tools and resources available to help the sub team organize, project manage and develop the Proposal. This includes an overview and awareness of the Bid Planner Workbook, Proposal Development Toolbox and eDocuShare.
• Inspect eDocuShare Collection: Ensure communication of Bid Collection site and grant team access to the collection. Store and initial Bid Planner Workbook and inspect collection for storage of other critical documentation Pursuit Team; i.e. Tollgate decks, Pricing final Proposal etc.
• Inspect for Quality: Perform branding and structure review and consultation of Proposal document; checking format and layout to align to corporate standards and branding.
• Provide Post-Submission Support: At request, provide additional support for any complementary documentation needed.
• Maintain Sales Force Record: Update limited number of key data fields on Sales Force record through pursuit completion.