Client Solutions Manager (SG)

Purpose

The Client Solutions Manager works in cooperation with the sales team in the opportunity qualification phase and in response to calls for tenders.

During the business development phase, the candidate will be responsible for providing advice and material support to the sales force. The candidate will work with the sales manager in building the ecosystem to respond to the next call for tenders.

In the response phase to the call for tenders, the candidate will design and produce attractive, winning and profitable offers that meet our customers’ expectations and in-line with IDEMIA’s strategy. That is to say, that the candidate will manage the transversal response teams with the aim of providing a competitive and quality offer within the requested deadlines, in-accordance to the bid process.

The Client Solutions Manager will be responsible for the design, description, schedule, quote and validation of the overall offered solution.

Main responsibilities

• Support sales team through customer visits or customer presentation creation
• Meet the client and support commercial teams on qualification phase
• Support Sales/business development team to discover Customer's need (or co-create solutions), through consultative activities such as workshops
• Collect and analyse the customer's requirements prior to the publication of the request for tenders and anticipate any request to adjust the roadmap of the products concerned.
• Work on opportunities to establish preliminary budget and planning estimates in anticipation before the RFP
• Manage the organization of proof of concept, product demonstrations and customer test (benchmarks) for our customers
• Prepare response to expression of interest, request for information and any other tender related references

Key Missions

Bid Phase / Offer preparation

Responsibilities:

• Manage a bid and the response team
• Interacts with multiple teams within the organization: sales department, tender assistants, business developers, program & projects managers, product & marketing managers, legal department, purchasing department and financial architects
• Manage the interface with partners and sub-contractors
• Participate in the design of optimal solutions that meet customer needs at a fixed target cost.
• Challenge technical architects on their architectural choices / identify the impacts of technical architectural choices on the overall solution / optimize costs
• Manage the coverage of requirements and risks identified in pre-sales.
• Design and produce attractive, winning and profitable offers that meet our customers' expectations and in line with the company's strategy.
• Ensure consistency between customer needs, solutions, quotes and offers.
• Write part of the proposal material
• Coordinate and review/edit proposal input from a variety of stakeholders, typically involving contributions from sales, marketing, product teams, finance, commercial, legal and delivery
• In collaboration with the Sales manager, develop a sales price with modelling of the impact on turnover, cost margin and break-even point
• Produce summary documents to highlight proposals and present these documents to the technical evaluation committees of prospects in the context of the Defence
• Pilot customer tests (benchmarks).

Experience:

• Have minimum 8 years of experience in presales, solution management and/or bid management role.
• Understand the needs of our prospective customers, and the changes evolving in the marketplace.
• Experience in technical or/and system integration scoping and architectural design
• Extensive experience in presales and bid management, responsible for creating and managing the bid process to deliver a detailed, costed and persuasive proposal
• Understand all aspects of a cash flow, gross margin management, profit & loss including capitalization, net present value, depreciation, tax.
• Validate the relevance of the solution calculations
• Be able to define the development plan for a technical project or a program
• Be able to support the Sales Department in their business development activities
• Be able to manage teams in multicultural and remote environments
• Be able to resolve conflicts and difficult situations, moderate debates between opposing views.
• Have excellent communication skills (oral and written) including the ability to communicate effectively, convince and drive initiatives at senior level
• Understand the functionalities offered by IDEMIA’s products or similar domain (eg biometric, airport technology, border control, passenger facilitation flow in travel & transport space), would be an advantage.
• Knowing additional language would be an advantage.