Presales Proposal Specialist

<h3>Company Description</h3><p>Part of the Ratiodata Group, Accesa is a leading technology company headquartered in Cluj-Napoca, with offices in Oradea and Munich. Over the past 18 years, the company has been establishing itself as an employer of choice for IT professionals who are passionate about problem-solving through technology and want to have a measurable impact through their work. </p><p>A trusted partner for major brands in Retail, Consumer Goods, Manufacturing, and Automotive, Accesa helps businesses embrace flexibility, adaptability, and evolution within their digital journey, through a large spectrum of tailored IT services, leveraging mainstream, niche, as well as legacy technologies.</p><p>Its sister-company RaRo delivers complex digital evolution solutions for highly regulated industries like Insurance and Banking and, together, the two companies cover the complete digital evolution journey of their customers, from hardware to software and managed services solutions. </p><p>With more than 1 200 IT professionals in its 12 Competence Areas and 5 Technical Offices, the two sister companies join forces to build a distinctive people-first culture that enables their people to thrive, their clients’ business to evolve and end-users to succeed. </p><h3>Job Description</h3><p>The Presales Proposal Specialist role is meant to support the Presales Office in defining, articulating, and documenting our IT services &amp; solutions towards new clients, in binding (Individual Agreement Contracts) and non-binding proposals.</p><p>The Presales Proposal Specialist has an overview of Accesa’s services, skills, competences, experience and references in our varied service areas and support Sales &amp; the CMO actively in gathering high-quality information from within Accesa to respond to the different inquiries, RFIs, RFQs, RFPs new and existing clients may issue in a professional and client-tailored manner. The ideal Presales Consultant will have excellent presentations skills, equally comfortable in front of CxO’s / Executives, just as they are in front of internal peer colleagues.</p><p>The Presales Proposal Specialist is accountable for:</p><ul><li>All the proposals originated through the presales team are done per the legal, compliance and approval flow standards (Communicated at the start of the assignment)</li><li>The Accesa standard rate card is used for commercial offers</li><li>The CRM entries (opportunities, account data, SQL% conversion) are updated on a daily basis</li><li>The Sales team is engaged proactively to respond to the originated proposals</li><li>Any blockers in converting the opportunity-to-order are documented, clarified, and removed, in order to allow closing the opportunity as won.</li></ul><p><strong>Key Responsibilities: </strong></p><ul><li>Ensures relevant information is obtained through Sales for the qualification of new opportunities and updates the CRM entries</li><li>Summarizes and/or offers clear and to-the-point details for the bid/sales team</li><li>Communicates prior to the Individual Agreement processing the available capacity (of the delivery team needed for defined opportunities) and competencies to Sales team for expectation management / calibration.</li><li>Organizes internal and external syncs to clarify client needs and requirements </li><li>Gives feedback to collaborating cells based on materials and tools used and glitches identified (constant improvement of certification tracker, constant development of case studies and presentation slides) </li><li>Supports Sales &amp; CMO with existing case studies, materials, presentations used</li><li>Ensures that the Opportunity-to-order lifecycle is followed per the process, from 10% to 100%</li></ul><p> </p><h3>Qualifications</h3><p> </p><p><strong>Education Requirements:</strong></p><ul><li>Bachelor’s Degree in Business, Sales or Marketing or in other sectors relevant for the IT industry</li><li>Fluency in English</li></ul><p><strong>Work/industry related experience:</strong></p><ul><li>Has five or more years of experience in a client facing role, or in close contact with sales and procurement, identifying needs and documenting them.</li><li>Has a proven ability to successfully build, is capable of developing and nurturing lasting client relationships at all levels</li><li>Having a network in the tech industry is a plus</li></ul><p><strong>General personal characteristics:</strong></p><ul><li>Great interpersonal and listening skills</li><li>Team player, a people’s person with outstanding networking abilities</li><li>Ability to communicate complex messages in a simplified way, in written and verbal form</li><li>Confident and engaging presentation skills</li><li>Positive and approachable with the ability to tailor messages and content to the stakeholders ranging from team members to Executive</li><li>Success-oriented with a focus on client delight</li><li>Commercial understanding and business acumen, with a results-oriented pe