POSITION SUMMARY

As part of the Sales Operations group, and reporting to the Director, Proposal Management, the Proposal Manager is responsible for managing proposal engagements from qualification to contract award, contemplating competitive, solution, and internal governance elements, in support of the Proposal Management mission of advancing opportunities from lead to contract.

RESPONSIBILITIES

• Review, analyze, and summarize requests from prospects (RFx) and requests from colleagues (proactive proposals) as basis for a compliant and responsive offering and/or positioning
• Prepare, present, and control proposal development plans including timelines, outlines, and proposal templates
• Identify, assemble, and drive team participants
• Facilitate a complete competitive analysis for individual opportunities
• Lead proposal development, including steering team based on agreed response strategies and supporting content creation
• Continuously track and report progress against proposal development plan including making recommendations for content improvement and/or compliance
• Manage the approval process
• Oversee proposals production and on-time delivery
• Identify, develop and continuously improve content for re-use
• Work with Content Advancement Team and solution leads to cultivate and develop win themes
• Collaborate with and engage Deal Desk team to support commercial integrity of proposals

ACCOUNTABILITY

• Timely deliver compliant and comprehensive responses (proposals) for each assigned engagement following Bentley Proposal Process
• Track and report, in near-real-time, progress against proposal completion
• Ensure close out of responses in alignment with Bentley Proposal Process
• Administer AM satisfaction surveys for all competitive engagements

QUALIFICATIONS

• Proven ability to analyze and synthesize information to support engagement decisions, strategic analysis, and differentiators and win themes
• Highly skilled project manager; able to effectively convey expectations, efficiently guide pursuit participants, and deliver against timelines
• Extremely effective communicator with exceptional English writing and public-speaking skills; capable of interacting with colleagues at every level and across every business line, enhancing process engagement from stakeholders. Business fluency in German, French, or Spanish highly preferred
• Demonstrated leadership ability and a recognized capacity to drive resources within other reporting structures to adhere to schedules and comprehensively deliver against expectations
• Demonstrated skill in writing and editing technical and commercial content.
• Working knowledge of proposal automation tools (e.g., Upland Qvidian) and content and collaboration management systems (e.g., Microsoft SharePoint, Microsoft Teams)
• Combine uncompromising attention to detail with an informed understanding of the dynamics of software solution sales