HCL - Presales Lead - Healthcare

Business Development - Healthcare

Looking for strong Pre-sales professionals preferably with hands on Bid management experience. 12-15 years of experience

Job Location: Chennai

I. Position Summary

- Own the pre-sales & business pursuit efforts for the payer/provider sub-vertical – Manage all RFPs, RFIs and presentations to enable the vertical sales team achieve annual sales goals.

- Identify key trends in the market – contribute to funnel enablement by preparing account research.

- Identify opportunities for pushing solutions and services in prospective environment

- Facilitate client visits and competency presentations

II. Key Result Areas

- Own the entire business pursuit effort and manage expectations with multiple teams (Sales, Domain team, Technical teams of horizontals, Vertical delivery, enabling functions such as Finance, Legal, HR, others).

- Contribute to & oversee (timely) delivery of all RFPs, RFIs and presentations to the sales team & customer

- Identify competition and accordingly articulate HCL’s value proposition during business pursuit efforts

- Review estimates, pricing & profitability to ensure HCL’s response aligns with the requirement of all stakeholders. Enables review with senior leadership of sales and delivery

- Achieve the set “Bid/ Win Ratio”

Typical Responsibilities

Business / Customer

- Understand and apply various frameworks, methodologies in consulting assignments.

- Create & Maintain assigned case study and re-usable repository.

- Create client presentations by gathering relevant information and presenting best practices and processes

- Coordinate Client visits: own the operational aspects of a client visit

- Respond to RFPs: gather relevant information from the respective teams and support business development in RFP responses

- Participate in deal defense as applicable to the given RFP situation.

- Research the customer landscape (technology investments, pain areas, incumbent vendors) and help the sales team push HCL’s solutions

Project / Process

- Prepare templates and build re-usable components to reduce the time-to-market of RFP/ RFI response

- Identify the common customer pain areas seen during business pursuit efforts and improve response process

- Contribute in knowledge management activities by creating case studies, artifact etc.

People / Team

- Build relationship with Sales team by helping them with funnel generation requests.

- Build relationship with the healthcare delivery organization distributed across Noida and Chennai.

III. Degree of Independence/Supervision required

- Manages work assigned independently. Work reviewed on completion

IV. Team Management Responsibilities (wherever applicable)

Shad Rahmani