Proposal Lead

Itron enables utilities and cities to deliver critical infrastructure services safely, securely, and reliably in more than one hundred (100) countries. Our portfolio of smart networks, software, services, meters, and sensors helps our customers better manage electricity, gas, and water resources for the people they serve. By collaborating with our customers to ensure their success, we help improve the quality of life, ensure safety, and promote the well-being of millions of people around the globe. Itron is dedicated to creating a more resourceful world.

Overview:

As a Proposal Project Manager, you will play a pivotal role in supporting our sales teams by leading the development of customer proposals, pricing strategies, and go-to-market initiatives. You will leverage your project management expertise coupled with sound commercial acumen to drive successful responses to customer requests for proposals (RFPs).

The role is primarily internally focused, ensuring alignment between various stakeholder like sales, product business units, services, operations, finance and legal teams and is measured on win rates, deal revenue and profitability achievement, and the mitigation of risks in customer responses.

Role Specifics:

This role is centered on internal support to the sales team, project managing bids by working within a standardized response framework and functionally managing an assigned, deal-specific pursuit team allocated to respond to a customer's request.

You will be expected to both coordinate, as well as proactively develop and contribute to, the deal response strategy consisting of legal, pricing, technical, services, finance, third-party and go-to-market components. Your market and competitive insights, obtained through context relevant experience and further learning in the role, will actively contribute towards improving win probability, driving business success and supporting regional growth. Your abilities to collaborate cross-functionally withing a disciplined, yet diplomatically-savvy, project management framework will underscore exemplary accomplishment in the role.

Over time you will develop into a Sr Pursuit Lead that will strategically initiate and manage long-term, multi-year customer pursuits culminating in the closure of new commercial opportunities that determines long-term enterprise value.

Key Responsibilities:

1. Proposal Development:

-          Lead the end-to-end development of high-quality proposals and bid responses, ensuring alignment with customer requirements and strategic objectives.

-          Lead a core team and collaborate with cross-functional groups including sales, products, services, operations, finance and legal to compile compelling proposals that differentiate our offerings in the market.

-          Utilise your solid financial acumen experience to both create and direct the creation of detailed pricing and cost models to optimise profitability, position innovative commercial approaches (like bundling and financing) and maximise competitivity.

2. Pricing Strategy:

-          Working with sales and commercial leads, develop and refine response and associated pricing strategies, considering market dynamics, customer value, and competitive positioning, to drive revenue growth and maximize margin,

-          Lead and direct pricing analyses, including cash flow and profitability analyses, to evaluate deal economics and to identify opportunities for risk mitigation and improvement.

-          Utilize cross-deal learning to provide guidance to sales teams on pricing negotiations, discounting and bundling strategies, and contract terms to achieve optimal outcomes.

3. Go-to-Market Strategy:

   - Collaborate with sales and marketing teams to develop go-to-market strategies for offering new solutions to various direct and indirect market segments.

   - Work with the sellers to analyze market trends, customer insights, and competitive landscapes to identify opportunities for value positioning, expansion and differentiation.

   - Supported by Market Intelligence, develop compelling value propositions and messaging frameworks to effectively communicate our offerings to target audiences.

Qualifications:

-          Degree or equivalent in business administration, finance, project management, or related field.

-          5+ years of experience in a similar role with a focus on commercial management, bid project management and/or pricing.

-          Excellent project management skills with the ability to manage multiple priorities and deadlines effectively.

-          Strong commercial acumen with proven expertise in proposal, pricing, and commercial analysis.

-          Experience developing and implementing go-to-market strategies for complex solutions or services.

-          Strong interpersonal and communication skills with the ability to collaborate cross-functionally and influence stakeholders at all levels.

-          Ability to thrive in a fast-paced, dynamic environment and adapt to changing business needs.

Travel

-          The role is primarily office-bound, with some (20%) travel required.