Client Solutions Manager

If you are looking for a career opportunity as a Client Solutions with a global technology leader, and not just another job, then we would like to introduce you to our client.

Opportunity qualification / Business Development

During the business development, his or her main roles are to:

- Support sales forces 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

Bid Phase / Offer preparation
- During the Offer preparation, his or her main roles are to:

- 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, 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).

Main interlocutors:

- External clients : governments and state authorities
- Internal stakeholders: Sales & business development Department, Technical team, Project Manager Managers(Program or Product), Product manager, Purchasing service, Project Managers for maintenance, legal, financial team, Bid Excellence team, etc

**To be successful in this role, you should have**:

- Have minimum 8 years of experience in presales, solution management and/or bid management role.
- Previous experience as technical pre-sales/consulting, solution management and/or bid management role
- Experiences in the public security identity, passenger facilitation flow, border control, civil ID document and systems, law and traffic enforcement, would be an advantage
- Subject matter expert with extensive system integration experience
- Knowledge of financial and legal terms and conditions.
- Understand the needs of our prospective customers, and the changes evolving in the marketplace.
- 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 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

**Education**:

- Diploma or degree in Computer/Engineering Studies or Equivalent.

Technical skills:

- Experience in biometrics solutions would be an advantage
- Technical knowledge on relevant products and solutions
- Understand system integration consideration.
- Diversity and inclusion are strongly supported at Peoplebank. People of all nationalities, gender identities, and cultural backgrounds, including Aboriginal and Torres Strait Islander Peoples, are encouraged to apply._