Client Solutions Manager

<p> </p> <p>Since our founding, IDEMIA has been on a mission to unlock the world and make it safer through our cutting-edge identity technologies. Our technology leadership makes us the partner of choice for hundreds of governments and thousands of enterprises in over 180 countries, including some of the biggest and most influential brands in the world. In applying our unique expertise in biometrics and cryptography, we enable our clients to unlock simpler and safer ways to pay, connect, access, identify, travel and protect public places – at scale and in total security.</p> <p> </p> <p>Our teams work from 5 continents and speak 100+ different languages. We strongly believe that our diversity is a key driver of innovation and performance.</p> <p> </p> <p>We are IDEMIA – a global leader in Augmented Identity. We provide a trusted environment enabling citizens and consumers alike to perform their daily critical activities (such as pay, connect and travel), in the physical as well as digital space. With close to 15,000 employees around the world, IDEMIA serves clients in 180 countries.</p> <p> </p> <p>You will be joining a highly motivated and collaborative team and a company that offers:</p> <ul> <li>Exposure to niche technologies products and solutions powered by modern tech</li> <li>Work-life balance</li> <li>Diverse &amp; Inclusive Culture</li> <li>Health Insurance</li> <li>Long service rewards</li> <li>Learning &amp; development</li> <li>Extended annual leave based on tenure up to 5 weeks per year</li> <li>Treated as a person, not just a number</li> <li>Birthday leave - Enjoy your birthday</li> </ul> <p> </p> <p>Purpose of the job</p> <p>The Client Solutions Manager works in cooperation with the sales team in the opportunity qualification phase and in response to calls for tenders.</p> <p> </p> <p>During the business development phase, the candidate will be responsible for providing advice and material support to the sales force. The candidate will work with the sales manager in building the ecosystem to respond to the next call for tenders.</p> <p> </p> <p>In the response phase to the call for tenders, the candidate will design and produce attractive, winning and profitable offers that meet our customers’ expectations and in-line with IDEMIA’s strategy. That is to say, that the candidate will manage the transversal response teams with the aim of providing a competitive and quality offer within the requested deadlines, in-accordance to the bid process.</p> <p> </p> <p>The Client Solutions Manager will be responsible for the design, description, schedule, quote and validation of the overall offered solution.</p> <p> </p> <p>Main responsibilities</p> <p>- Support sales team through customer visits or customer presentation creation</p> <p>- Meet the client and support commercial teams on qualification phase</p> <p>- Support Sales/business development team to discover Customer's need (or co-create solutions), through consultative activities such as workshops</p> <p>- Collect and analyse the customer's requirements prior to the publication of the request for tenders and anticipate any request to adjust the roadmap of the products concerned.</p> <p>- Work on opportunities to establish preliminary budget and planning estimates in anticipation before the RFP</p> <p>- Manage the organization of proof of concept, product demonstrations and customer test (benchmarks) for our customers</p> <p>- Prepare response to expression of interest, request for information and any other tender related references</p> <p>Bid Phase / Offer preparation</p> <p> </p> <p>Responsibilities:</p> <p>- Manage a bid and the response team</p> <p>- Interacts with multiple teams within the organization: sales department, tender assistants, business developers, program &amp; projects managers, product &amp; marketing managers, legal department, purchasing department and financial architects</p> <p>- Manage the interface with partners and sub-contractors</p> <p>- Participate in the design of optimal solutions that meet customer needs at a fixed target cost.</p> <p>- Challenge technical architects on their architectural choices / identify the impacts of technical architectural choices on the overall solution / optimize costs</p> <p>- Manage the coverage of requirements and risks identified in pre-sales.</p> <p>- Design and produce attractive, winning and profitable offers that meet our customers' expectations and in line with the company's strategy.</p> <p>- Ensure consistency between customer needs, solutions, quotes and offers.</p> <p>- Write part of the proposal material</p> <p>- Coordinate and review/edit proposal input from a variety of stakeholders, typically involving contributions from sales, marketing, product teams, finance, commercial, legal and delivery</p> <p>- In collaboration with the Sales manager, develop a sales price with modelling of the impact on turnover, cost margin and break-even point</p> <p>- Produce summary documents to