Experience

Semi Retired

• United States
• 700 & Above Employee

• Semi Retired

  • Jul 2020 - Present

  Career break following decision to leave DXC, looking for other opportunities in 2022 -2023 Career break following decision to leave DXC, looking for other opportunities in 2022 -2023



DXC Technology

• Bid Director/ Business Development at DXC

  • Mar 2016 - Jul 2020

  Key Skills• Client facing business development and client pursuit management skills.• Deal qualification, value based selling, customer requirements management, business case and pricing, solution development and governance for new sales opportunities.• Contract negotiation and authoring/review of contract schedules.• Management of both third party suppliers and virtual (remote) pursuit teams.• Project/Programme management and delivery• Enterprise-wide system deployment incorporating the disciplines of requirements analysis, defining project scope and phasing, system architecture, business process changes, the business benefit case, implementation and supportRelevant Experience:• 15 years bid management experience managing a number of large pursuits from initial client engagement through to contract signature and handover to delivery.• Managed 6 month programme of work to implement HP EMEA strategic sales centre processes throughout HP Asia Pacific region.• Developed and successfully sold client solutions jointly developed with large third party suppliers.• Managed and qualified a number of large sales pursuits to a successful closure.• Sales pursuit management underpinned by 10 years in applications/infrastructure development and delivery. Formal business qualification that provides day to day value within the sales environment.Achievements:• Successful bid management of new sales and renewals to contract signature from $30 - $140m.• Experience of RFI and RFP processes as a client, on behalf of a client and as a supplier.• Developed role from regional sales bid manager, a bid manager EDS/HPs EMEA strategic sales centre to recognised expert provide guidance to global sales support processes and implementing processes within the APJ strategic sales center• EMEA SPOC for sales support processes, risk and development and delivery of sales process training



Hewlett Packard Enterprise

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Commercial Specialist

  • Feb 2015 - Mar 2016

  A secondment at my request to gain a more detailed understanding of the commercial structure of IT services contracts. The role involved working closely with the commercial and legal organisations to provide support to client RFP responses, support contract negotiation and review HPE proposal and statements of work form a commercial viewpoint.The experience gained in this role complimented an expanded my existing commercial skill set and enabled me to take leading roles during client negotiations on future pursuits

• Sales Trainer

  • Feb 2015 - Mar 2016

  Developed and delivered sales support process training courses to new employees within the EMEA bid management and solution teams.The role involved developing and delivering a series of 2 week residential training courses to provide new starters with the an in depth understanding of how the components of the sales process interact and deliver value. The course described the end to end sales processes, the disciplines involved (e.g. Solution, commercial, finance, risk governance) The request to support this activity resulted from being subject matter expert for pursuit qualification and pursuit processes regularly providing guidance to pursuit teams about sales strategy, the appropriate use of pursuit processes and governance.

• Risk Management Specialist

  • Nov 2014 - Feb 2015

  The role involved the redesign of the pursuit risk management processes fro HPE globally. The pursuit risk assessment process was inherited from the EDS strategic deals teams and required engineering to meet the needs on smaller pursuits executed in shorter timescales.The activity required dialogue with the solution, commercial / legal, finance and corporate governance to reshape the pursuit risk assessment, management and governance processes

• Sales Operations Manager

  • May 2014 - Nov 2014

  Providing sales operation support to the HPE Middle East and Africa Region. The role involved:-Managing the pipeline of pursuits, assigning new opportunities to pursuit teams, managing budgets and regional governance.Providing sales, solution and governance process guidance to local pursuit teams .. e.g revised versions of processes and tools used on more complex deal, but resized to meet the needs of smaller deals over shorter timescales.

• Pricing Analyst

  • Oct 2013 - Apr 2014

  A secondment at my request to understand the role of pricing analysts and strengthen my pricing analysis and business case skills.The role involved supporting a number of pursuits to create Price to Win targets and create business models for both the client and internal HPE use.The experience gained allow me to quickly assess the business case for pursuits, allowing pursuit teams and clients to focus on viable solutions that are a quick win for both.

• Business Transformation Manager

  • May 2012 - Sep 2013

  Redesign of HPE's sales process to enable more agile creation of proposal and pricing to clients, while maintaining appropriate corporate governance and ensuring HPE signed risk free profitable business.The activity involved working with the solution, legal and finance disciplines to redesign sales processes and governance, roll out training and provide support for new processes.

• Transformation Consultant

  • Oct 2011 - May 2012

  Managed a 6-month programme of work to implement HP EMEA strategic sales centre processes throughout HP Asia Pacific region. This included developing and delivering the full sales support lifecycle training to new starters across EMEA and Asia Pacific Developed my bid management role from a regional sales bid manager, a bid manager EDS/HP's EMEA strategic sales centre to recognised expert provide guidance to global sales support processes and implementing processes within the APJ strategic sales centreIn addition to bid management role, I acted as the HP EMEA SPOC for sales support processes, risk and development and delivery of sales process training



Electronic Data Systems

• United States
• IT Services and IT Consulting
• 1 - 100 Employee

• Bid Manager

  • Sep 2003 - Oct 2011

  Bid Management roles includedClient facing business development and client pursuit management skills.Value-based selling, customer requirements management, business case development, solution development and governance for new sales opportunities.Contract negotiation and authoring/review of contract schedules.Authoring and reviewing client facing proposals, RFP responses and presentationsPresenting solutions/proposals to C- Level client executivesManagement of both third-party suppliers and virtual pursuit teams.Planning and project management skills with the ability to work to set timelinesUnderstanding of the key governance, commercial and regulatory aspects of sale pursuits.Using soft skills to remotely manage clients, third party suppliers and multiple internal pursuit disciplines, these include:-- Adaptable inter-personal and influencing skills, with the ability to develop effective working relationships.- Excellent communication skills, both written and verbal.- Strong analytical skills and ability to understand data and act on it. - Ability to work well under own initiative and pressure.- Prioritising and planning skills.

• Project Manager (software assessment and procurment)

  • Feb 2002 - Aug 2003

  Planning the product assessment programme for the EDS activitiesrelating to the global replacement engineering systems (CAD, PDM, and CAPP).• Planning and coordinating the activities of staff at multiplecustomers sites across the globe, to: -o Assess vendor proposals commercially and technically.o Ensure the proposed solutions align to the customersneeds at the enterprise and local levels.o Coordinate and develop the transition strategies for thethe clients enterprise and individuals business groups.o Provide full life cycle cost models for the proposed systemand transition strategy.

• Project and Programme Manager

  • Sep 1998 - Feb 2002

  Managing the EDS-Rolls Royce customer interface for applicationproduct development and integration within Rolls Royce (UK).• Providing input to the strategic system requirements, to maximisecustomer benefit.• Designing and developing system application interfaces• Implementing the interface between packaged software andcustomer legacy systems.



EDS Group

• IT Services and IT Consulting
• 300 - 400 Employee

• Project manager (document management)

  • Nov 1995 - Feb 1998



Rolls-Royce

• Industrial Machinery Manufacturing
• 700 & Above Employee

• Analyst Programmer (Applications)

  • Jan 1991 - Feb 1995