Retail Account Manager

2 days ago

Gurugram, India Xebia Full time
  • Overall Industry experience of 8 years with 5+ years specifically in IT services. 5+ years of relevant experience in Presales/Bid management (>2 M USD to 10 M USD size opportunities)
  • Domain knowledge: Should have 5+ years of experience in Retail or Travel & Hospitality. Experience working in any specialized service area such as Data/GenAI is a plus.
  • RFP Management:
  • Pursue and win multi-service line deals.
  • Create a Deal Summary for Bid Qualification, create Win Strategy/Themes with inputs from SMEs and leaders.
  • Anchor and lead end-to-end solutions process for pursuits, onboard practice and solutions resources, create bid plans, plan interim and final milestones with regular SME reviews
  • Probe the customer and ask relevant questions to get the necessary clarifications.
  • Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
  • Collaborate with multiple teams that are geographically dispersed
  • Project manage the entire bid; track and publish bid plan and risks; take corrective action.
  • Ensure submission on time with high quality while being process compliant.
  • Estimation
  • Coordinate with practices/delivery for estimation
  • Enable estimation reviews and optimization
  • Engage in various commercial model scenario building
  • Sales Enablement
  • Client Meetings: Ability to take initial calls with Sales to present Xebia Corporate and CXO level calls to present Xebia capabilities along with Region Heads/ CoE Heads / Sales Heads
  • Research: Ability to research on the customer, align our unique value-adds & key differentiators to their specific needs in the proposal response
  • Other skills
  • Interpersonal Skills/Stakeholder Management: Ability to build strong internal connect with CoEs, Service Lines, Domain practices and other support departments
  • Should be aware of IT Software development lifecycle, processes, and tools & technologies (Digital, DevOps, Agile, Cloud, Big Data, Intelligent Automation, etc.)
  • Pricing Models: Should be aware of different pricing models – Managed Services, Outcome-based, Fixed-price, T&M etc.
  • Knowledge management: creation of new content (such as case studies), uploading all submitted proposals/pitches to repository and refreshing repository with new content
  • Reporting: weekly, quarterly and annual reporting on opportunities managed
  • Preferable skills & certifications: MBA in any stream, Experience as a Business Analyst is a plus.
  • Travel: Should be open for short -term travel (within or outside India as required)

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