Lead the end-to-end tender response process: dissect RFP/RFI requirements, build the compliance matrix, assign content owners across functional teams, manage drafting iterations, conduct internal red-team reviews, and ensure on-time submission.
Own the proposal production timeline — setting milestones for technical solution input (Pre-Sales/CPO), commercial pricing build-up (Finance), legal terms review, and executive sign-off, with clear escalation paths when deadlines are at risk.
Coordinate post-submission activities, including clarification rounds, Best and Final Offer (BAFO) preparation, customer Q&A support, and oral presentation coaching for sales leads.
Define and run a structured Go/No-Go qualification framework — assessing deal size, strategic fit, competitive landscape, resource availability, and probability of win before committing to any bid.
Conduct structured post-bid reviews on every material opportunity — documenting lessons learned, evaluating scoring feedback where available, and feeding findings into the win/loss analytics framework.
Identify and assemble the bid team for each opportunity — scoping required pre-sales resources, subject matter experts, and partner contributions based on deal complexity and technical scope.
Lead structured review meetings at each milestone stage of the proposal (draft review, red team, final sign-off) — facilitating cross-functional alignment and driving the proposal to finalization on schedule.
Serve as the primary point of contact for customer-facing communication throughout the bid process — ensuring all proposals meet formal and content requirements, and that submissions reach the procuring entity on time and in the correct format.
Own end-to-end documentation of the bid process — from initial qualification through submission and post-bid review — maintaining a clear audit trail and reusable process records.
Requirements
8+ years in bid management, proposal management, or deal desk roles within B2B enterprise software, ideally in industrial software, OT/IT, or cybersecurity.
Proven track record managing complex, multi-stakeholder bids exceeding €500K in value, including RFP/RFI responses for enterprise and public-sector procurement.
Strong commercial and analytical acumen — comfortable structuring multi-site ARR deals with flexible pricing tiers, expansion triggers, and margin-protective terms, while rigorously tracking win/loss patterns, bid cycle metrics, and conversion rates to turn data into actionable strategic insights.
Cross-functional orchestration skills — able to marshal inputs from Product, Legal, Pre-Sales, and Channel on tight timelines without quality compromise.
Change-driver mindset — you don’t just manage the existing process, you redesign it.
Strong AI acumen and hands-on fluency — you actively use AI tools (Claude, Copilot, GPT, or similar) to draft proposal content, analyse RFP requirements, synthesize competitive intelligence, and accelerate review cycles.
Exceptional proposal writing skills — ability to translate technical capabilities into business-outcome narratives tailored to CISOs, VP Operations, and plant managers.
Fluent English (business language); German highly desirable given DACH market importance.
Proficiency with CRM platforms (Salesforce preferred).
Tech Stack
Cyber Security
Go
Benefits
Flexible Work Options: Work how you work best – remotely, hybrid, or from our state-of-the-art office.
Future Security: We invest in your future, contributing 20% towards a comprehensive pension plan.
Supplementary Health Coverage: Enjoy added security with additional health insurance that supports your well‑being beyond the basics.
Corporate Benefits: Take advantage of exclusive discounts on selected brands to enrich your everyday life.
Continuous Learning: Access Preply for easy language learning, supporting your personal and professional growth.
Celebrating Milestones: Enjoy special bonuses and gifts for significant life events like marriage, the birth of a child, or your anniversaries with us.