Proposal and Bid Manager

Deine Aufgaben

Own and transform how Implico designs and delivers customer solutions by shifting from custom-heavy proposals to scalable, repeatable, and commercially robust offerings.
Drive deal quality, solution integrity, and predictable execution by embedding SAP Activate, clean core, and product-driven principles into every deal.

Dein Profil

Why This Role Matters
This is a high-impact leadership position at the core of Implico’s transformation toward a product-led, standardized delivery model.

• Direct influence on revenue quality and margin
• Critical to scaling Private Cloud and RISE-based transformations
• Enables transition from project-based delivery → industrialized offerings

Includes direct LT (Leadership Team) access and high visibility with the Group CEO

Core Responsibilities

1. Deal Ownership & Pre‑Sales Leadership

• Own end-to-end deal architecture across all major opportunities and RFPs
• Translate complex customer requirements into clear, structured, executable solutions
• Challenge deal scope and enforce: 
  • Fit-to-standard approach
  • Reduction of unnecessary customization
• Lead solution qualification and shaping with Sales and partners 

2. Solution & Offer Design

• Design integrated end-to-end offerings across: 
  • Consulting (implementation)
  • Products (SDM / RFNO)
  • Managed Services
• Define: 
  • Scope, deliverables, and assumptions
  • Dependencies and risks
  • Target architecture (Private Cloud, BTP, integrations)
• Ensure alignment with: 
  • Product strategy
  • Clean Core principles
  • SAP Activate methodology

Aligned with Implico’s consulting model of solution design, advisory, and quality assurance ownership

3. Commercial Responsibility

• Own deal economics end-to-end 
  • Pricing models
  • Margin targets
  • Commercial structure
• Ensure transparency on: 
  • Fixed price vs T&M risks
  • Assumptions and delivery exposure
• Drive commercially viable and scalable deal structures

Direct impact on internal focus areas such as margin calculation, tracking, and reporting 

4. Industrialization & Scale

• Build and institutionalize: 
  • Standardized offerings and packages
  • Proposal templates and accelerators
  • Reference architectures
• Improve: 
  • Reuse across deals
  • Proposal speed and efficiency
• Eliminate: 
  • One-off “hero deals”
  • High dependency on bespoke solutions

Supports Implico’s strategy of standard delivery and operational excellence 

5. Cross-Functional Integration

• Act as the central orchestration point across: 
  • Sales → opportunity shaping
  • Consulting → delivery validation
  • Product & Engineering → feasibility & roadmap alignment
  • Managed Services → lifecycle integration
• Ensure: 
  • Proposal = executable delivery model
  • Risks addressed early (especially in Explore phase)

Fully aligned with Implico’s positioning of Consulting as solution architect, advisor, and quality gate.

???? KPIs

• Win rate
• Proposal margin vs delivery margin (variance)
• Reuse rate of standardized components
• Proposal cycle time
• Conversion from qualified pipeline to signed deals

Profile & Experience

Must-have

• Proven experience in: 
  • SAP S/4HANA / RISE deal shaping and pre-sales
  • End-to-end solution architecture ownership
  • Large deal proposals (€1M+ complexity typical)
• Deep understanding of: 
  • SAP Activate (especially Explore → Realize integration)
  • Private Cloud and BTP-based extensibility
• Strong commercial acumen (pricing, margin, risk)

Differentiators (High Value)

• Track record in building repeatable offerings and GTM packages
• Ability to enforce fit-to-standard vs customization mindset
• Strong stakeholder management across Sales, Delivery, Product, and Engineering

Positioning Statement
This role operates at the intersection of Sales, Architecture, and Delivery, ensuring every deal is not just winnable—but scalable, repeatable, and executable in a clean core SAP S/4HANA environment.