Bid and Pre-Sales Lead

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as one of the best companies to work for on BuiltIn. Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers who power an unmatched Subscriber Network that uses our digital solutions to make the world a better place.

The Bid and Pre-Sales Lead works closely with the Head of Pre-Sales and with the Sales, Implementation, and Product Teams to formulate winning tender responses and proposals and showcase our platforms to prospects and customers. This includes managing the bid process end to end, organising bid review meetings, interpreting customer requirements in conjunction with the Sales team, helping to collate or create responses to complex documents, and ensuring a compelling and high-quality bid is signed off for return to the customer/prospect. Demonstrating our software products and features pre-bid and as part of the formal bid process where required is included. This role incorporates elements of Sales Operations – such as providing system auditing, reports, and sales analysis when needed.

What Your Impact Will Look Like:

• Be responsible for the timely planning, coordination, and efficient management of the PQQ/RFP/Tender/Bid Process and submissions.
• Complete Security Questionnaires, Data Protection Impact Assessments, and other documents to support new sales.
• Have a clear understanding and interpretation of the questions and requirements within PQQ/RFP/Bid documentation.
• Learn the full suite of Granicus UK platforms and conduct product demonstrations, pre-bid and as part of the bid process.
• Assist with creation and maintenance of demonstration environments.
• Maintain and update a library of company standard documentation for submissions.
• Work collaboratively with internal teams including sales, product, and support staff to ensure a library of associated response content is stored and readily available.
• Review content of bids, pricing sheets, and formatting, assuring that all material is consistently responded to.
• Organise the bid qualification (bid go/no go) process for new opportunities.
• Manage inputs from a variety of stakeholders, typically involving contributions from sales, product, consultancy, legal, and implementation.
• Prepare and review the commercial aspects of the bid, ensuring all services are included in the final price to the customer.
• Contribute to the written proposal where existing responses do not exist or map adequately to the proposal.
• Manage and review the bid budget.
• Ensure timely delivery of compliant and commercially sound bids, working with internal resources to ensure deadlines are adhered to.
• Be responsible for ensuring all post-bid reviews with customers are completed and documented, post contract award or unsuccessful.
• Lead lessons learned sessions from bids and use these lessons to continuously improve the approach to bids, frameworks, sales material, and presentations.
• Be responsible for coordinating the strategy of the overall Bid response process.
• Maintain input of new/existing client information into the sales database and procurement portal database.
• Create reports and dashboards within the internal CRM.
• Other duties as assigned.

You Will Love This Job If You Have:

• Passionate team player with excellent time management and written communication, experience of influencing client decision making and direction, works with the wider team to understand the underlying needs of clients beyond those initially expressed.
• Applies insight, originality, and a broad perspective to generate compelling bids and proposals.
• Excellent communication and presentation skills, maintains confidentiality, shares ideas and information, facilitates discussions, and transfers knowledge to diverse audiences to achieve collective objectives.
• Good people skills. Able to create and foster a positive and cohesive working environment. Acts as a role model for continuous learning and development.
• Proactive, tenacious, and eager to improve on previous standards and responses.
• Proven capability in delivering winning, high-value propositions and tender responses.
• Time management, efficiency, the ability to meet deadlines and work with minimal supervision.
• Proven experience in solutions and services and experience of bid management in a SaaS environment and software demonstrations.
• Able to provide valuable input into opportunity qualification, win strategies, commercial discussions, and solution design.
• Ability to manage multiple complex opportunities with multiple stakeholders, simultaneously.
• Strong understanding of internal governance procedures.
• Ability to work under pressure.
• Able to create reports and dashboards to assist the sales team in tracking their pipeline, aiding in accurate forecasting.

Essential:

• Bachelor’s Degree or equivalent work experience.
• Experience of managing the bid process.
• Ability to write compelling proposals, including technical writing.
• Experience of demonstrating software via generic demonstrations and tailored proof of concept demonstrations.
• Creating reports and dashboards within the internal CRM system.

Desirable:

• 3+ years of bid management and software demonstration for a software provider.
• Knowledge of public sector procurement processes.
• Knowledge of public sector systems and services.
• Salesforce and Loopio experience.

Home based with periodic travel to our London office or other locations for team meetings/events. Travel to the United States for our annual SKO event. Small potential travel to client sites should it be required to support demonstrations/bid meetings.

At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don’t meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program. Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand. At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be a part of our journey.