Retail Account Manager

• Overall Industry experience of 8 years with 5+ years specifically in IT services. 5+ years of relevant experience in Presales/Bid management (>2 M USD to 10 M USD size opportunities)
• Domain knowledge: Should have 5+ years of experience in Retail or Travel & Hospitality. Experience working in any specialized service area such as Data/GenAI is a plus.
• RFP Management:
• Pursue and win multi-service line deals.
• Create a Deal Summary for Bid Qualification, create Win Strategy/Themes with inputs from SMEs and leaders.
• Anchor and lead end-to-end solutions process for pursuits, onboard practice and solutions resources, create bid plans, plan interim and final milestones with regular SME reviews
• Probe the customer and ask relevant questions to get the necessary clarifications.
• Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
• Collaborate with multiple teams that are geographically dispersed
• Project manage the entire bid; track and publish bid plan and risks; take corrective action.
• Ensure submission on time with high quality while being process compliant.
• Estimation
• Coordinate with practices/delivery for estimation
• Enable estimation reviews and optimization
• Engage in various commercial model scenario building
• Sales Enablement
• Client Meetings: Ability to take initial calls with Sales to present Xebia Corporate and CXO level calls to present Xebia capabilities along with Region Heads/ CoE Heads / Sales Heads
• Research: Ability to research on the customer, align our unique value-adds & key differentiators to their specific needs in the proposal response
• Other skills
• Interpersonal Skills/Stakeholder Management: Ability to build strong internal connect with CoEs, Service Lines, Domain practices and other support departments
• Should be aware of IT Software development lifecycle, processes, and tools & technologies (Digital, DevOps, Agile, Cloud, Big Data, Intelligent Automation, etc.)
• Pricing Models: Should be aware of different pricing models – Managed Services, Outcome-based, Fixed-price, T&M etc.
• Knowledge management: creation of new content (such as case studies), uploading all submitted proposals/pitches to repository and refreshing repository with new content
• Reporting: weekly, quarterly and annual reporting on opportunities managed
• Preferable skills & certifications: MBA in any stream, Experience as a Business Analyst is a plus.
• Travel: Should be open for short -term travel (within or outside India as required)