• Understand the problem statement (RFP/ RFI) by identifying missing information and support the framing of appropriate queries to capture the missing information.
• Gather relevant information from teams (within the organization) and support in responding to opportunities.
• Gather relevant information and data from the respective teams for RFP responses, creation of complex deal solutions.
• Track and support bid management process (eg Deal review, Deal qualification etc).
• Own elements of presales support function (Deal analytics, prospect list, BD assets etc).
• Support compliance initiatves strict adherence to Bid Management process in line with laid down procedures and approval matrices.
• Plan for, schedule and attend inter/intra team meetings and discussions Drive the discussion while capturing MoM and POA to further the pursuit process.
• Be a Single Point of Contact for all activities forming part of a typical pursuit process plan for and schedule Solution Storyboarding sessions, Leadership reviews, Client Orals, etc.
Solution Design & Articulation:
• Assist the Business Development Manager in conducting problem definition/ solution identification workshops for customers.
• Assist Business Development Manager in detailing and articulation of solutions (response to RFPs/ RFIs/ unsolicited bids etc) and ensure completeness of the same with regard to content and form.
• Own deal solutions response for smaller/ nonstrategic deals.
• Develop complex solutions in transformation deals working with broader ecosystem and effectively articulate the value proposition/differentiators in the deals.
• Identify alternate solutions and propose multiple solutions to any problem statement.
Collateral Management / Thought Leadership:
• Provide framework for creation of marketing collateral such as Fliers, SoQs etc and review for relevancy.
• Assist in industry research, market study to arrive at gaps to be plugged by Cognizant expertise.
• Template Management Ensure usage of Cognizant brand guidelines.
Client Visit Management:
• Manage visits from existing client/ intermediaries/ analysts.
• support client visits for large/ complex deals.
• Contribute in knowledge management activities by creating case studies of existing engagements, reusable standardised collaterals, etc and ensure presales artefacts are up to date.
• Responsible for complete stakeholder management during entire pursuit cycle and maintain relationships with multiple entities within the ecosystem involving, Markets/Pursuit team, Solution design SMEs, Transtion Office, Commercials CoE, Technology Office, Business Consulting, Professional Services, etc Act as a bridge integrating the different stakeholders.
People Management / Team Building:
• Attend relevant training programmes and assist in preparing emerging trends in domain/technology.
• Contribute to knowledge sharing sessions within and outside the BD group.
• Provide mentoring and coaching support for team members.
Proficiency Level *
* Proficiency Legends
The associate has basic awareness and comprehension of the skill and is in the process of acquiring this skill through various channels.
The associate possesses working knowledge of the skill, and can actively and independently apply this skill in engagements and projects.
The associate has comprehensive, in-depth and specialized knowledge of the skill. She / he has extensively demonstrated successful application of the skill in engagements or projects.
The associate can function as a subject matter expert for this skill. The associate is capable of analyzing, evaluating and synthesizing solutions using the skill.
Cognizant is one of the world's leading professional services companies, transforming clients' business, operating and technology models for the digital era. Our unique industry-based, consultative approach helps clients envision, build and run more innovative and efficient businesses. Headquartered in the U.S., Cognizant, a member of the NASDAQ-100, is ranked 205 on the Fortune 500 and is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at http://www.cognizant.com/or follow us on Twitter:USJobsCognizant.
Cognizant is recognized as a Military Friendly Employer and is a coalition member of the Veteran Jobs Mission. Our Cognizant Veterans Network assists Veterans in building and growing a career at Cognizant that allows them to leverage the leadership, loyalty, integrity, and commitment to excellence instilled in them through participation in military service.