Client Bid Desk Product Specialist - (Halle, Saxony-Anhalt, Germany)

 EMC Deutschland ·  17.09.2018

The Client Bid Desk Product Specialist (PS) role will have responsibility for optimal product configuration and service offering in tender & large deal response with expertise in product, supply chain management, and deal closing, with a commercial mentality. These tenders & large deals will span all commercial segments. The role will involve close coordination with the Global Bids & Proposals team, Pricing team, EMEA Product Team & Sales teams to provide additional deal inspection and creative product selection to increase the likelihood of tender award. The specialist will be expected to be an SME on the end to end Bid process and drive development, adoption and usage of any tools. The scope of the role will be language specific (Fluent English essential and other languages an advantage) and will span all EMEA Regions GENERAL SUMMARY - PURPOSE OF THE JOB The Client Solutions Bid Desk Product Specialist is primarily responsible for the following areas: Key ownership for Client solutions to Regional Leaders, CSES Sales, Global Bids & proposals team Marketing, Finance, and Services on product offering for tender responses. Synthesising the capability for technical product requirements, product positioning, services, and supply chain for tender response – provide an independent view of the most optimised offer Ability to analyse customer requirements and offer optimal offering relative to competition SME on new tools (i.e. opportunity assessment tool) that support Dells 2020 objective to build a gold standard end to end bid process Work closely with EMEA PLM teams, Pricing Team as required. Provide training and guidance to teams on end to end bid process and drive adoption of the process and tools. Support new end to end bid process including timely response to sales makers and managers regarding their opportunities Develop and provide input to the BMS as required Support the Large Bid Review Process (LBR) Will also be a key resource to feedback information to the Global product team for new technical requirements, specialised services, and supply chain capabilities based on trends in win/loss analysis. IDEAL CANDIDATE PROFILE The ideal candidate for this role will have 5 years plus of experience in a Sales position, Field Marketing, Client Product or Pricing organisation with some or all of the following disciplines: product/brand management, and client sales & LOB marketing and technical sales. The person will need to be able to communicate effectively in English. The candidate will also have strong commercial experience and understand how to manage and win large bids. PRINCIPLE DUTIES AND RESPONSIBILITIES Bids & Tender Response Provide key timely inputs on optimal configurations to the Sales & Global Bids & Proposals teams on specific bids & tenders responding to assist in making the best possible offer to both customer and Dell management team. Be a key resource to recommend product configuration platform and details to best meet technical requirements for tender response, whilst delivering the customer’s strategy. Be a key resource to support bidding questions to optimize Dell’s product offering Be a key resource to recommend standard and custom S&P & Services for tender response Be a key resource proposing the proper supply chain options to make a cost optimised recommendation for tender response Deal engagements will be both proactive (agreed lists with Client Solutions Sales Leaders that require a proactive touch with CSES) and reactive (direct contact from Sales to the Bid desk by email, phone, task on SFDC) or other process Key stake holder in the end to end bid process i.e. drive adoption and adherence to this process. Support the bid teams with your expert knowlwdge on the Dell differentiators and mitigation to competitive technical advantages. Have strong commercial mind set and the ability to communicate Dell’s technical position in a way that resonates with customers. Build on and share best practice on Dell’s technical capabilities that differentiate us form the competition. Dell Capabilities Knowledge Have an expert level of Dell product and solution capabilities to make accurate and meaningful product configuration positioning in relation to technical requirements of tender Have an expert level of understanding of the Dell Client Solutions Portfolio and supply chain delivery capabilities Keep current on the Dell product and Product portfolio for use in tender response Have an expert knowledge of competitive offering for customer requirements Have expert knowledge of managing the large bids through Dell’s processes leveraging your network to ensure each response is the best it can be. Coordination Work as a team player across Client Solutions & Core Sales, Marketing, Finance, Global Bids and Proposals team,S&P & Services team as a key value added team member for bids & tender response Feedback information to the EMEA Product team manager & Client Solutions Marketing Leads to help improve Dell offerings and be a key listening post to customer requirements Devising efficient ways of capturing and measuring recurring customer requirements that will then allow feedback through various channels to improve future portfolio Advocate and drive adoption of new working methods and tools. KNOWLEDGE, SKILLS AND ABILITIES 5 years of Marketing experience across several disciplines Expert level of understanding for Dell product, services, and Product offerings All Client Software & Peripherals Services Supply chain delivery Horizontal and Vertical Product Market and competitive knowledge of client offerings Strong planning and organisation skills An autonomous self-starter able to move forward with minimal direction Skills to develop and maintain relationships with key functional stakeholders Analytical and decision making skills with the ability to gather coordinate and interpret various information from multiple resources Attention to detail Strong Presentation skills Must be comfortable with MS office tools, Internet and SalesForce.com Excellent fluent English skills, other languages an advantage COMPETENCIES Client solutions Product management Strong commercial mind set Influencing Organizational agility Drive for results Priority setting Presentation skills KEY RELATIONSHIPS WITHIN THE ROLE Internal Client solutions Bid Desk Client solutions Sales EMEA Core Sales Managers & Directors Global Bids and Proposals team Finance Team Client Product Marketing Managers Field Marketing Managers Services Marketing Marketing Alignment & Potential (MP&A) team Channel Marketing team Channel Sales team Product, Services & Consulting teams Other Members of the local, regional & global marketing team External Key Customers Alliance partners i.e. Intel and Microsoft




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