Head of Presales — Talan

Full description

The Head of Presales controls the pre-sales function of Talan Switzerland. He or she defines the common working framework, sizing the capabilities, developing the tools and skills of the teams and monitoring the performance of the function. The role remains directly involved in strategic opportunities when the situation so requires.

Your mission

• Define, document and evolve the process and pre-sales governance, including Basic, Standard and Strategic levels, roles and related rituals.
• Pilot the capacity of the Bid Managers pool and anticipate peaks of load related to opportunities and framework agreements.
• Build the repository of content, models and good practices used by pre-sales teams.
• Develop the skills of Bid Managers, Solution Leads and Opportunity Owners.
• Personally intervene as Solution Lead or Bid Manager on strategic opportunities as needed.

Piloting the pre-sales function

• Define, monitor and share performance indicators, including coverage, success rate and burden by role and Business Line.
• Arrange capacity tensions between Business Lines and propose action plans.
• Adopt governance, tools and pre-sales standards at Talan Switzerland.
• Ensure continuous improvement of the business model and its practices.

Resource Planning and Benchmark Management

• Maintain a three to six month slippery forecast of resources aligned with the pipeline and strategic priorities.
• Balancing the objectives of activity rates with the capacity to develop trade and practices.
• Piloting resource allocation throughout the pre-sales process
• Identify tensions and resource gaps and recommend recruitment, skill upgrading or external reinforcements.
• Coordinate practice and delivery teams to optimize resource deployment.

Forecast and Analysis of Activity Rate

• Build and maintain models reflecting company capacity, commercial pipeline and pre-sale delivery schedules.
• Produce monthly and quarterly reporting and analyse variances.
• Anticipate trends and identify risks for profitability.
• Develop data-based recommendations to improve capacity utilization and planning.
• Support pricing and resource allocation decisions through reliable analysis.

Competency and Reference Management

• Maintain enterprise-wide competency mapping by practice, level, geography, specialty and language.
• Conduct regular assessments and identify capacity gaps.
• Provide relevant data for recruitment, training, talent development and staffing decisions.
• Maintain a centralized and searchable database of CVs and updated references in line with company standards.
• Organize regular updating of CVs and enable their rapid adaptation to calls for tenders and customer requests.
• Ensure confidentiality and governance of associated data.

Follow-up of certifications and accreditations

• Maintain a complete register of professional certifications, accreditations and references.
• Follow deadlines and renewals and alert employees and managers upstream.
• Ensure compliance with client and regulatory certification requirements.
• Analyze coverage of certifications by practice, level and specialty and communicate variances to management.

The skills expected

• Strong experience in pre-sales and bid management on complex opportunities.
• Ability to influence and obtain membership without direct hierarchical link.
• Control of data control, including capacity, load, ratios and activity rate.
• Skills in coaching, coaching and team development.
• Ability to combine transverse pilotage and operational involvement on strategic opportunities.

Your profile

• Eight to ten years minimum experience in pre-sale, bid management or sale of complex solutions.
• Experience in leading an organization-wide pursuit process.
• Collaboration with several Business Lines, practices or industries.
• Relationship with resource planning, profitability and business performance issues.
• Professional mastery of French and English. German is an asset.

How performance will be evaluated

• Bid Manager capacity coverage rate relative to actual load.
• Success Rate of Standard and Strategic Opportunities.
• Adoption rate of governance and pre-sales tools by Business Lines.
• Covering the burden of framework agreements and references.
• Quality of resource forecasts and control of gaps between capacity, pipeline and delivery.
• News and coverage of skills data, CVs and certifications.

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