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Client Solutions Manager

2 months ago

Singapur, Singapore Idemia Full time
About the Role

As a Client Solutions Manager at IDEMIA, you will play a critical role in shaping the company's growth and success. Your primary responsibility will be to work closely with the sales team to qualify opportunities and develop winning proposals that meet our customers' needs and align with our company strategy.

Key Responsibilities
  • Support the sales team in customer visits and presentation creation to ensure a deep understanding of customer needs.
  • Meet with clients to support commercial teams in the qualification phase, identifying potential opportunities and developing strategies to address them.
  • Collaborate with the sales and business development teams to discover customer needs and co-create solutions through consultative activities such as workshops.
  • Analyze customer requirements and anticipate potential requests to adjust product roadmaps.
  • Develop preliminary budgets and planning estimates in anticipation of requests for proposals.
  • Manage the organization of proof of concept, product demonstrations, and customer tests to showcase our solutions.
  • Prepare responses to expressions of interest, requests for information, and other tender-related references.
Bid Phase/Offer Preparation
  • Manage bids and response teams to ensure timely and effective delivery of proposals.
  • Interact with multiple teams within the organization, including sales, tender assistants, business developers, program and project managers, product and marketing managers, legal department, purchasing department, and financial architects.
  • Manage interfaces with partners and subcontractors to ensure seamless collaboration.
  • Participate in the design of optimal solutions that meet customer needs at a fixed target cost.
  • Challenge technical architects on their architectural choices and identify the impacts on the overall solution.
  • 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 align with our company strategy.
  • Ensure consistency between customer needs, solutions, quotes, and offers.
  • Write proposal material and coordinate and review/edit proposal input from various stakeholders.
  • Develop sales prices with modeling of the impact on turnover, cost margin, and break-even point.
  • Produce summary documents to highlight proposals and present them to technical evaluation committees.
Requirements
  • Minimum 8 years of experience in presales, solution management, and/or bid management roles.
  • Understanding of customer needs and market changes.
  • Experience in technical or system integration scoping and architectural design.
  • Extensive experience in presales and bid management, responsible for creating and managing the bid process to deliver detailed, costed, and persuasive proposals.
  • Understanding of all aspects of cash flow, gross margin management, profit and loss, including capitalization, net present value, depreciation, and tax.
  • Ability to define development plans for technical projects or programs.
  • Ability to support the sales department in business development activities.
  • Ability to manage teams in multicultural and remote environments.
  • Excellent communication skills, including the ability to communicate effectively, convince, and drive initiatives at senior levels.