Deal Manager - ICT Bid Management

Role Overview

Deal Manager – ICT Bid Management at Du. This role owns the end-to-end bid lifecycle for information and communications technology pursuits, from qualification through submission, handover and archive.

Role Purpose

Deliver compliant, competitive bids on time while enforcing quality and governance standards. The role ensures bid strategy aligns with delivery capability, protects margin, and drives win rate against annual targets through disciplined pursuit management and cross-functional leadership.

Key Responsibilities

Bid Governance & Decision Gates

• Apply the bid or no bid gate against the six mandatory criteria and convene the Lead Qualification Forum.
• Record a bid or no bid decision before any architecture effort is spent.
• Withhold submission where an internal estimate or a partner proposal is missing, unattributed or undated.
• Withhold a bid and escalate to the Deal Committee where the client profit and loss cannot be delivered.
• Decline to advance a sales stage where its exit gate has not been met.
• Confirm the estimate of record is complete at the Delivery Assurance Review.

Bid Execution & Timeline Management

• Own the bid plan and timeline and escalate late internal inputs rather than compressing review.
• Direct the pursuit team across Sales, Architecture, Pricing, Finance, Legal, Contract Management, Product and Delivery.
• Schedule the Delivery Assurance Review, Deal Release Sales Review and order handover with the notice the process requires.
• Monitor tender portals for the assigned accounts and register what is relevant.
• Ensure bids are submitted on time, complete, and compliant with client requirements.

Strategy & Proposal Quality

• Support the win strategy set by the account owner and the architect: proposition, competitive position and price to win.
• Draw proposal content only from the current approved version of the asset library.
• Confirm before submission that the closing documentation standard can be met.
• Escalate where a price cut was achieved by reducing delivery effort rather than changing scope.
• Ensure no submission carries a commitment du Tech cannot deliver.
• Writes and edits to a standard that wins.

Bonds, Contracts & Handover

• Own the bid, tender and performance bond process: approvals first, Treasury lead times, retrieval and cancellation.
• Register every Master Services Agreement and contract for legal review. No legal review, no signature.
• Own credit verification to its published service level with the full document set.
• Embed the mandatory ICT terms and conditions checklist in every commercial proposal.
• Spot the unpriced obligation and the non-standard term before they are signed.
• Register demand in the Demand Portal at order handover and chase any missing documentation.
• Archive every bid in the repository and keep the bid portal current.

Artificial Intelligence, Assets & Compliance

• Use artificial intelligence on the mechanics of bid production: requirement extraction, compliance matrices and first drafts.
• Spend the time released on the quality of the argument, not on producing more pages.
• Contribute reusable assets each cycle: proposal modules, response libraries and compliance matrices.
• Lead the monthly win and loss root cause review on the top three to five deals.
• Complete compliance, training, surveys and reviews in full, ahead of every deadline.

Qualifications & Experience

• Bachelor's degree in business, engineering or a related field.
• Minimum 5 years in bid, proposal or deal management on enterprise and government pursuits.
• Has run public sector tender processes, including portal submission.
• Has held a submission back over a commercial or delivery risk, and made it stick.
• APMP, PMP or PRINCE2 certification is an advantage.

Skills & Competencies

• Commercially literate: margin, contract terms, bonds and risk.
• Practical use of artificial intelligence in proposal production.
• Runs a cross functional team to a fixed date without owning any of them.
• Holds the line on quality when the timeline is compressed.

Additional Information

Key Performance Indicators

• Bid ownership: share of all du Tech bid opportunities personally led, against the coverage set in the annual performance target.
• Bid win rate across submitted bids, against the target set in the annual performance objectives.
• On time submission of every assigned bid against the client timeline, with a documented action log.
• Risk mitigation and compliance against client requirements, templates, formatting and governance standards.
• Governance: Lead to Order adherence end to end, from bid or no bid checklist and kick off through submission, handover and repository.
• Renewal and change request revenue secured with bid support, and the weekly funnel cadence held.
• Estimate of record completeness on every assigned pursuit.
• Team contribution: knowledge shared, and reusable assets contributed and used by others.
• Targets and weights against each measure are set annually in the individual performance objectives and the Bid Management scorecard.