General Manager - Bids and Solutions
Our Why
Datacom works with organisations and communities across Australia and New Zealand to make a difference in people’s lives and help organisations use the power of tech to innovate and grow.
About the Role (your why)
The General Manager of Bids and Solutions is responsible for leading Managed Operations’ bids and solutions function and provides leadership on the shaping of commercial/technical solutions for strategic growth opportunities.
They will manage a a team of skilled people that manage and support the production of high-quality customer proposals. This team supports the wider Market teams across Australia and New Zealand to qualify, plan for, prepare and present compelling bids.
The General Manager will personally provide leadership in the shaping of compelling and commercially viable customer solutions that encompass a blend of technical and commercial constructs to create value for the customer and Datacom. This will require the role to be customer facing to enable an understanding of the customer’s needs during the shaping of the solution.
Our offices are based in Adelaide, Brisbane, Canberra, Melbourne, Perth, Sydney, Auckland, Wellington and Christchurch. We like to bring people together in person when we can, but we are mindful of the benefits of working from home for work/ life balance.We therefore leave it to you and the team you join to figure out what works best!
What you’ll do
The General Manager – Bids and Solutions is responsible for (but not limited to):
People- Build a high performing team of Customer focused bid professionals who choose to grow a rewarding career with Datacom
- Coaching and development of technical talent from across Datacom as they participate in strategic opportunities as part of the wider virtual team
- Create the environment and frameworks for bid team to operate
- Provide the guidance and coaching for the bid team to improve and develop.
- To lead a high performing bid team, delivering high quality bids that deliver value to our customers. Ensuring that bids draw upon capabilities from across all of Datacom’s services to provide a unified and wholistic outcome for our customers.
- Lead and be seen to lead by the key stakeholders, as being effective in driving best practice in alignment to the Datacom bid process and the Datacom sales process.
- Drive robust win & loss reviews to take place that can feed into our continuous improvement framework
- Coach, guide and support Customer Partnership Leadership on best practice in opportunity management/bids and lead where required.
- Run an effective bid management engine, to ensure well qualified, supportable and commercially viable responses are developed and put forward to the customers.
- Providing thought leadership to customers through direct interaction in meetings and workshops, and through artifacts including proposals, whitepapers and presentations.
- Be active in the market and recognised as a person with influence and presence.
- Develop and maintain key partner relationships (and ecosystems) that strategically position and differentiate Datacom.
- To build strong and collaborative relationships with other leaders across the Datacom Group and to contribute to the success of Datacom.
- Engage with the wider ecosystem and our customers to develop opportunities and support others who are doing the same.
- Create compelling solutions that position Datacom as a leading brand, that is sought out by customers because of our reputation in the market.
- Grow our customer relationships beyond the scope of contracted deliverables, toward the creation of innovative partnerships and commercial arrangements that grow our brand.
- Accountability for improvement in brand presence, the development of technology industry partnerships and ecosystems and to represent Datacom on advisory boards/forums and events.
- Developing a position with customers, partners, and the market that Datacom is a market leader in the provision of services and consistently evolving the business to maintain this position.
- Regularly take part in industry activities such as speaking to or presenting with customers and representing Datacom on matters of significance.
- Responsible for developing a high-performing, industry recognised team of bid professionals to shape and orient Datacom’s customer relationships to a one based on the creation of customer value at every opportunity.
- Focus on driving continuous improvement and developing innovative and creative solutions that add value to Datacom and our customers.
- Consistently delivering on commitments made to customers (time, cost, and quality).
- Identify and anticipate the needs of internal and external customers to deliver services that meet and exceed expectations.
We are a pretty agile company, and are keen to respond to customer, technology and internal stakeholders’ changing requirements and this can mean we evolve in our roles to meet those needs.
What you’ll bring- Extensive experience in leading a Bid office and large complex bids
- Successful background in leading and developing winning bids
- Strong business writing and presentation skills. Business awareness (corporate structure, ROI, TCO budget, budget and planning strategy etc).
- Strong financial acumen in relation to business case generation.
- A track record in building effective teams and management of change
- Experience and ability to operate effectively in a large, cross functional, and pan geographic multinational environment.
- Strong understanding of Datacom’s current services, especially in Managed Operations
- Ability to transform customer requirements into a proposal and work according to deadlines.
- Strong analytical skills and be able to prioritise your time
- Ability to adapt and apply existing techniques and methodologies to new uses.
- Broad set of knowledge across outsourced, application, infrastructure, cloud and networking domains.
Why join us here at Datacom?
Datacom is one of Australia and New Zealand’s largest suppliers of Information Technology professional services. We have managed to maintain a dynamic, agile, small business feel that is often diluted in larger organisations of our size. It's our people that give Datacom its unique culture and energy that you can feel from the moment you meet with us.
We care about our people and provide a range of perks such as social events, chill-out spaces, remote working, flexi-hours and professional development courses to name a few. You’ll have the opportunity to learn, develop your career, connect and bring your true self to work.You will be recognised and valued for your contributions and be able to do your work in a collegial, flat-structured environment.
We operate at the forefront of technology to help Australia and New Zealand’s largest enterprise organisations explore possibilities and solve their greatest challenges, so you will never run out of interesting new challenges and opportunities.
We want Datacom to be an inclusive and welcoming workplace for everyone and take pride in the steps we have taken and continue to take to make our environment fun and friendly, and our people feel supported.