Sr. Proposal Manager, US Federal

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About the Team

The Pursuit and Capture Team at Workday is crucial for securing significant deals for the federal market segment. They lead the entire capture strategy for complex opportunities, coordinating diverse internal teams—from solution architects to legal—to develop compelling proposals. Their role involves crafting win strategies, analyzing markets and competitors, managing proposal delivery, and overseeing a pipeline of key pursuits. This team orchestrates large, intricate sales cycles, ensuring Workday is strategically positioned to win high-value deals and drive continued growth.

About the Role

The Sr. Proposal Manager for the Federal government go-to-market team plays a pivotal role in securing contracts with U.S. federal agencies. This individual leads the end-to-end proposal development lifecycle, from analyzing complex Requests for Proposals (RFPs) and developing comprehensive win strategies to managing cross-functional teams of subject matter experts, writers, and graphic designers. They are responsible for ensuring proposals are not only compliant with all federal regulations (like FAR/DFARS) but also compelling, clear, and effectively communicate Workday's value proposition to government clients, ultimately driving successful contract awards.

About You

Essential Duties and Responsibilities:
● Pre-Proposal Phase:
a. Help facilitate capture strategies for targeted opportunities, including competitive
analysis, win theme development, and value proposition articulation, in
collaboration with capture managers, sales and business development teams.
b. Thoroughly review and understand all solicitation requirements, including
technical, management, cost, and compliance aspects. Identify potential risks
and opportunities.
c. Develop detailed proposal outlines aligned with solicitation structure and
compliance matrices to ensure all requirements are addressed.

● Proposal Development Phase:
a. Lead and coordinate cross-functional proposal teams, including technical
experts, subject matter experts, writers, and editors. Assign roles,
responsibilities, and manage team performance.
b. Collaborate with the team to develop compelling win themes and key messages
that resonate with the government customer and highlight the company's unique
value proposition.
c. Contribute to the writing and editing of proposal content, ensuring clarity,
conciseness, and persuasiveness. Review and edit content developed by other
team members.
d. Ensure full compliance with all solicitation requirements, including formatting,
page limits, and mandatory clauses. Manage the compliance review process in
collaboration with contract managers and legal.
e. Develop and manage the proposal schedule, ensuring all milestones are met and
the proposal is submitted on time. Track progress and manage deadlines.
f. Manage proposal resources, including personnel, budget, and tools.
g. Work with graphic designers to create compelling visuals that enhance the

proposal's readability and impact.
h. Collaborate with pricing and finance teams to develop accurate and competitive
cost proposals.

● Post-Proposal Submission Phase:
a. Manage the finalization and submission of the proposal, ensuring all required
documents are included, all internal approvals are documented and the
submission process is followed correctly.
b. Participate in post-submission activities, such as responding to clarifications or
conducting oral presentations.
c. Conduct post-proposal reviews to identify lessons learned and best practices for
future proposals. Documen