Expert Labs Proposal Specialist

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The Proposal Specialist is responsible for providing leadership knowledge and support to help sellers and opportunity owners through the bid and proposal management process. They serve as the proposal development process expert and work closely with the sales team to develop proposal documents according to client requirements and IBM business rules and standard processes. The Proposal Specialist needs to be well-versed in all aspects of the proposal development process to help create high-quality proposals that articulate the customer's needs proposed IBM solution and the benefits to the client. They work closely with Technology Expert Labs Sellers and Solution Architects to collaboratively develop winning proposals that align with client requirements and maximize the chances of securing contracts.

• Defines and prepares Transaction documents (i.e. SOW DOU PCR etc.) and proposals that clearly identify project objectives scope benefits cost estimates responsibilities of provider and recipient key assumptions deliverables definition completion criteria acceptance procedure milestone schedule project decision structure status reporting and legal content needed to successfully execute a project.
• Understands the Conga process and supports the bid and sales team by helping to develop bid tender content and integrate this content into proposals presentations and other client deliverables according to IBM business rules and standard processes
• Define technical and project management deliverables and document in the Agreement. Ensure agreements and proposals meet the sponsor's requirements provide a total solution and accurately portray IBM's commitments and deliverables.
• Provides seller support by producing statements of work and pricing during quote to contract signing period.
• Understands and analyzes services financial contract language pricing structure SLA with Service credits baselines COLA (cost of living adjustments) and benchmark and performance clauses.
• Take ownership of low value deals especially to support the select territory
• Provide coverage when sellers are on leave.
• Support other countries in ASEAN as needed. This is a secondary area of responsibility.

Associate's Degree/College Diploma

Bachelor's Degree

Education & Work Experience

• Diploma/Bachelor’s degree in Business IT Engineering Management Finance or related field

• 2–4 years of experience in proposal management bid management contracts project documentation or sales operations

Core Skills

• Strong understanding of proposal development processes (SOW DOU PCR etc.)

• Experience drafting Statements of Work (SOWs) proposals and related transactional documents

• Ability to interpret and articulate project objectives scope deliverables timelines and acceptance criteria

• Familiarity with basic pricing structures cost estimates and financial terms

• Excellent written and verbal communication skills

• Strong coordination skills with cross-functional teams (Sales Architects Delivery)

• Ability to work under pressure and meet tight deadlines

• High attention to detail and accuracy in documentation

• Strong organizational and time-management skills

Technical / Tool Knowledge

• Proficiency with Microsoft Office (Word PowerPoint Excel)

• Basic understanding of CRM or sales tools (e.g. Salesforce)

Business Skills

• Ability to understand client requirements and translate them into proposal content

• Knowledge of IT services or technology solutions

• Ability to work independently and take ownership of assigned deals

Tools & Process Knowledge

• Experience with Conga (Apttus) CPQ or similar contract/proposal tools

• Familiarity with IBM processes Offerings SOW templates and business rules

• Knowledge of IBM Technology Expert Labs or other IT service organizations

Industry & Domain Understanding

• Understanding of:

  • Service Level Agreements (SLAs)

  • Pricing models

  • COLA (Cost of Living Adjustments)

  • Benchmarks and performance clauses

  • Services financial terminology

Experience & Soft Skills

• Prior experience supporting ASEAN or multi-country proposal teams

• Experience working with or supporting sales teams solution architects or delivery managers

• Ability to support low-value deals independently

• Experience working in fast-paced environments

• Strong stakeholder management and negotiation skills

Certifications (Optional but Valuable)

• APMP (Association of Proposal Management Professionals) certification

• PMP or project management certification

• ITIL Foundation

• Any IBM certifications related to Cloud Automation or Data & AI

Hiring manager and Recruiter should collaborate to create the relevant verbiage.