Experiences

Ownership of a range of Enterprise clients by advocating the client requirement, whilst keeping sight of the need to increase revenue and improve margins for the company.
Operate as lead point of contact for all commercial and contractual matters specific to assigned Enterprise clients.
Generate demand by assisting clients to identify current needs and articulating how ATOS can add value through its services and solutions.
Part of the qualification Rainbow process for deals de L3 à L1 ( 5 mln.€ to 50 mln.€ and above).
Proposals, P&L models in order to improve revenue acquisition by engaging with multi-level stakeholders across multiple business functions, and effective contract negotiations.
Approaches the management of accounts in a systematic way by identifying the strategy used to develop and grow the account profitably.
Statements of Work that include scope, effort estimates & timelines for the delivery of services.

Responsible for the Customer/Partner journey, starting with on-boarding and working cross-functionally to dedicatedly lead each customer's successful delivery.
Responsible to accurately forecast revenue within the key accounts.
Establish an engagement process and ensure that it is communicated to, understood by, and complied with by all stakeholders in the process.
Responsible to manage customer issues and bring together the correct resources to resolve issues.
Responsible to grow accounts, identify and drive opportunities with existing or new products and services.
Managed customer relationships and maintain customer satisfaction through the whole contract lifecycle by engaging right decision stakeholders (mainly key customers of the company).
Working alongside with the Enterprise or Partner Account Manager assigned to the account to plan and improve revenue – negotiation new deals, renewals and upsell opportunities.
Develop proposals and respond to RFPs/RFIs and internal sign offs procedures.

Analysing RFPs; RFIs, key structure elements.
Develop proposals and ensuring its consistency with the RFP and its presentation to the governance stakeholders.
Responsible to analyze and articulate to the bid team bid-specific customer demands and aligns the bid strategy and overall company strategy.
Responsible to identify and organize resources required for a specific bid with the line management support.
Responsible to ensure that resources are effectively used, allocate and gain commitment from named individuals to respond to specific RFPs/RFIs sections/questions.
Responsible to manage the bid project including development of the bid budget, formal bid plan with the sponsoring executive, control of costs, quality and time.
Responsible to manage all proposal deliverables and authoring activities according to the project timelines and to a high standard including providing guidance, support and coaching to authors and other contributors.
Responsible to manage the team to identify and assess delivery and contractual risk and develops mitigation strategies.
Responsible for the corporate risk management and approval process for the bid and ensures full compliance with company processes.
Manage a bid library of approved proposal content for quick turnaround opportunities.
High level reporting to Senior Management of the status of all large and complex bids that are in progress.

Develop solution-based proposals and identify up-sell opportunities together with the operation team.
Setting up new partners and overseeing the on-boarding process.
Building/executing joint business plans and joint marketing plans between UBiqube and Partner.
Develop client portfolio and a trusted relationship with key stakeholders and decision makers, understand and respond to customer needs bringing the customers value in the focus.
Corporate branding and Product positioning.

Skills

Leverage understanding of market &competitors including win/loss analysis

Expert
Leverage strong portfolio knowledge to write winning executive summaries & RFP responses to highlight company differentiators against key competitors and pull-out unique selling points

Expert
Ability to build P&L models

Expert
Ability to handle multiple bids simultaneously and meet deadlines

Expert
Strong analytical skills

Expert
Strong leadership and interpersonal skills. Excellent written and verbal communication skills

Expert
Self-motivated, results driven with a high level of initiative and sense of urgency

Expert

Education

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Veli DOBREVA

Global Bid Director