1+ months

IT Services Bid Manager - 20000039

Affiliated Computer Services

Xerox (NYSE: XRX) makes every day work better. We are a workplace technology company, building and integrating software and hardware for enterprises large and small. As customers seek to manage information across digital and physical platforms, Xerox delivers a seamless, secure and sustainable experience. Whether inventing the copier, the ethernet, the laser printer or more, Xerox has long defined the modern work experience. Learn more at www.xerox.com and explore our commitment to diversity and inclusion.


The IT Services Bid Manager is responsible for supporting the capture of qualified deal opportunities. The Bid Manager brings knowledge and bid management expertise to help orchestrate and enable deal wins in both competitive and non-competitive proposal situations, and leads domestic, global or public sector deals through successful capture.


The IT Services Bid Manager is accountable for leading services proposals with a global total contract value (TCV) of >$1M and often greater than $3M in expected total contract value.  The IT Services Bid Manager is able to manage multiple opportunities simultaneously.

  • Provides project management and consultative support to deal teams by leveraging a diverse experience across all facets of deal management and best-in-class bid management processes to capture profitable IT services opportunities.

  • Leads all proposal development processes, including the drafting and assembly of bid responses.

  • Ability to pressure test and validate that Xerox has an appropriately tailored value proposition and compelling win strategy on each deal Xerox pursues that meets true customer needs and differentiates Xerox from competitors leading to significantly increased win rates.

  • Engages internal and external business partners as needed in effectively facilitating any discussions including tollgate reviews on each deal to ensure timely and effective proposal development and opportunity capture.

  • Ensures adherence to deal capture processes and practices as appropriate, including effective communication with core and extended team members, pressure testing the solution and economics for fit and competitiveness and risk management on each deal.

  • Ensures that all proposals are compliant, compelling and competitive.


Main Responsibilities


  • Helps assemble and lead virtual deal teams, including sales professionals, functional experts, solution architects, service transition - and service delivery professionals, pricing and/or commercial experts, legal and other SMEs

  • Develops best-in-class proposals, including allocating specific tasks and responsibilities to virtual team members and inspecting team work products to ensure quality control, consistency and clarity of key messages and is accountable for the overall quality of the final proposal

  • Ensures robust qualification and win strategy development to include competitive analyses, Schedules and facilitates tollgates in line with Xerox Bid Management Pursuit Process (BMPP)

  • Ensures comprehensive risk management assessment is utilized where appropriate during each tollgate in line with polices and corporate requirements

  • Develops and manages the bid development project plan, including setback schedules, to ensure all internal, partner and customer deadlines are met with sufficient time allowed for ensuring iterations and high quality work output

  • Facilitates team collaboration and constantly improves the quality and inter-working of the stakeholder groups within the bid process

  • Contributes to ongoing process improvements and provides input to the development of best practice, repeatable bid management processes

  • Effective maintenance and management of all deal related communication vehicles including the Salesforce.com (SFDC) record, tollgate decks, meeting notes, deal workbook/CAD.

  • Proactive planning and managing of the contracting process including early identification of the commercial goals/levels for each deal to maximize win probability and margin potential

  • Experienced in deal pursuit and success and/or outsourcing key areas of a business

  • Familiar with selling services value propositions

  • Experience of successfully facilitating diverse teams in projects for formulating, pricing and implementing integrated business solutions

  • Proven ability for rapid and creative problem solving

  • Proven ability to negotiate internally and externally across all levels of engagement

  • Handles multiple demands and competing priorities with minimum direct supervision; Conveys a sense of urgency and drives issues to closure; Exhibits high level of commitment, initiative and enthusiasm.

  • Shows commitment to team, and contributes fair share to work efforts; Builds effective work relationships.

  • Expresses ideas clearly and concisely through email, presentations, teleconferences.

  • Demonstrates thoroughness and attention to detail, and completes assignments with a high level of accuracy; Focuses on continuous improvement in all aspects of the job.

  • Ensuring accuracy and compliance to customer requirements.



Qualifications (Skills, Knowledge, Education, Certifications)

  •  APMP foundation accreditation strongly preferred.
  • Shipley training or familiarity preferred.

  • Relevant college degree or professional training/certifications.

  • Minimum of 5 years experience within capture management for IT services-related engagements.

  • Advanced expertise in the use of Microsoft Office 365 Suite

    • Master proficiency in use of Microsoft Word including, styles, headers/footers, page numbers, sections, table of contents, general formatting, graphics insertion. 

    • Moderate proficiency in the use of Microsoft Excel, PowerPoint, and cloud-based databases/repositories (e.g. Microsoft SharePoint and OneDrive).

  • Basic proficiency with e-sourcing proposal portals (e.g. Demand Star)

  • Basic proficiency with Adobe Acrobat Pro using forms, import/export/conversion, and in general, manipulate PDFs.

  • Basic proficiency with Salesforce.com or similar CRM platform.

  • Detailed oriented and possesses leadership and motivational skills. Other requirements include time management, interpersonal and communication skills.

  • Good organizational skills and solid time management skills important.

  • Periodically work extended evening and weekend hours, sometimes on short notice.

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law. Learn more at www.xerox.com and explorer our commitment to diversity and inclusion! People with disabilities who need a reasonable accommodation to apply or compete for employment with Xerox may request such accommodation(s) by sending an e-mail to XeroxStaffingAdminCenter@xerox.com. Be sure to include your name, the job you are interested in, and the accommodation you are seeking.

2019 Xerox Corporation. All rights reserved. Xerox and Xerox and Design are trademarks of Xerox Corporation in the United States and/or other countries.

Job Regular
Primary Location United States
Unposting Date Jan 13, 2020, 6:07:14 PM
Virtual/work from home? false


Posted: 2020-01-15 Expires: 2020-03-20

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IT Services Bid Manager - 20000039

Affiliated Computer Services

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