- Location: Milton Keynes MK8
Profile An experienced Head of Pre-Sales who has a track record of managing and improving the performance of large pre-sales teams in complex matrix organisational structures. With exceptional people, organisational and process improvement skills and with a successful track record as an Outsourcing Bid Manager, this associate has the experience and credibility to collaborate with business stakeholders to identify operational underperformance, define improvement strategies and be an ambassador and driving force for change. Key Achievements Directly managed the budget and performance of a team of over 20 permanent pre-sales staff and managed the assignment of a further 80 seconded and part time staff drawn across all IT Service disciplines. These assignments were in pursuit of up to 50 consecutive bids and tenders at any one time, which supported a £250m Sales target for new IT and Professional Services business. Led an improvement programme to reduce Cost of Sales, to improve the effectiveness of opportunity qualification and leverage the expertise and commitment of key business partners. This achieved improvement from 100% qualified subject to resourcing to 30% disqualified on defined criteria and a further tranche of bids disqualified mid-stream due to review of bidding costs and sales benefit. Introduced key performance indicators for pre-sales specialists, this informed individual incentives and contributed to their performance management. Introduced an induction and orientation programme for new members of the pre-sales team. Led a range of small / medium (£5m-£30m) IT Services bids, targets successful bid with a Major Retail Bank. Experience With over 25 years' experience in IT Services as a departmental manager or senior leader, with a background in software development and more recently as a ISEB qualified Business Analyst, this associate's focus is firmly on the business end-game. Business analysis and process improvement work with Central Government and IT Services organisations has contributed to wide ranging transformation and delivering quantifiable improvements. By applying a blend of commercial and analytical rigour and pragmatic thinking they deliver practical solutions to either fix process gaps or deliver new efficient ways of working. The ISEB diploma adds to their portfolio of skills and experience as a PRINCE 2 Practitioner and MSP Programme Manager.
Primary Discipline: Process Consultant
Reference No: CAN-35654
Consultant Skills: Define Customer Requirements, Relationship Management, Bid Resource Allocation, Qualification Skills, Bid Risk Management, Presentation Skills, People / Team Management, Project Management, Coaching and Mentoring, Client Facing, Bid Kick-Off, Bid Governance, Bid Profit and Loss Experience, Bid Process Management, Bid Management
Consultant Qualifications: Bachelors Degree, Other - Professional, A Levels, ITIL, Prince 2
Consultant Industries: Government and Public Sector, Non Profit Charitable Organisations, Computer Software, Business Services - Other, Public Sector