Solution Development Manager - Bengaluru, India - Ecolibrium
Description
Ecolibrium's mission is to help organizations achieve sustainable prosperity – a harmonious balance between people, planet and profit.Our digital platform SmartSense TM allows organizations to discover, improve, manage and report on ESG performance by capturing complex data through IoT networks and translating it into valuable intelligence, helping organizations optimize their energy consumption, monitor their assets and make direct savings to their bottom line.
You will be joining a company that solves complex ESG problems with the opportunity for personal growth, development and recognition in a supportive, collaborative and open team culture.
Role Purpose:
As a Solution Development Manager, your role is pivotal in orchestrating the bidding process, ensuring alignment with the company's sales strategy, and driving towards achieving commercial objectives.
You will be responsible for creating and managing proposal documents, prioritizing deal clauses, and collaborating with various stakeholders to secure successful bids.
Domain and Technology:
Preference will be given to candidates who possess a strong understanding of the IoT/Engineering Services industry domain. This knowledge will be fundamental in effectively communicating with clients and tailoring solutions to their specific needs.
Commercial Knowledge:
Develop and implement a bidding process that aligns with the company's overall sales strategy and helps meet commercial objectives.
Collaborate with various departments to gather information for proposal submission.
Create and manage a document library containing reusable and updated content to increase the efficiency of the team's proposal process.
Prioritize top 10-12 deal clauses, involve key stakeholders, gain their approval, and align with Client partners to achieve closure.Other Activities:
Contribute to the knowledge repository and lead in case study building.
Conduct deal-specific research to support proposal development.
Responsibilities:
Lead and coordinate with multiple stakeholders including Practice teams, Account Stakeholders, Sales teams, and Finance teams to build appropriate solutions and pricing.
Guide and mentor the Pre-sales team, Solution Design, and Sales Teams to achieve successful bids.Develop Deal Summary and Win Strategy in collaboration with Sales teams.
Possess a strong understanding of the contract's commercials and pricing.
Prepare and oversee the creation of capability decks for customer presentations.
Support and lead customer visits and events.
Demonstrate proficiency in standard sales procedures, ability to generate and manage a pipeline, and develop account strategies.
Facilitate deal qualification by asking relevant questions and raising specific inquiries to larger forums.
Provide daily status updates along with action items and their corresponding completion dates.
Oversee the collaboration and compilation of input gathered and ensure timely submission of responses.
Ensure effective documentation and completion of bids, including uploading relevant bid documents to the team's pre-sales portal for proper archiving.
Competencies:
Strategic thinkingExceptional communication skillsRelationship ManagementProficiency in creating impactful presentationsChange Management
Candidates with experience in presales management, creating impactful presentations, and a strong understanding of the IoT/Engineering Services industry domain will be preferred.