Desk Research Lead

Responsibilities

Desk Research & Analysis

• Research Digital Workplace Solutions (DWS) focus customers using public information, propensity to buy tools and other applications to build a customized view of each account.
• Document customers strategic and technology priorities, customer personas, company size, footprint and user base, as well as relevant market and industry trends, competitive information and other insights.
• Provide proactive recommendations for account selection and customer targeting.
• Build preliminary Total Contract Value (TCV) estimates and a recommendation on aligned offerings to support an ideation program targeted towards increasing penetration in DWS.
• Collaborate with solutioning team to quantify and articulate business outcomes with a focus on Total Cost of Ownership (TCO), Innovation, Customer Experience and Sustainability goals for qualified opportunities.
• Publish content in a manner that is clear, concise and persuasive and effectively communicates our company's capabilities, solutions, and value proposition.

Content Management

• Deliver documented insights in a consistent format to a shared location for access by program teams.
• Maintain a repository of content, templates, and best practices for future reference and reuse.
• Support refresh of industry & offering-based collateral in collaboration with SSG Marketing, Offering/Portfolio & other teams.
• Continuously update and refine proposal content based on feedback, lessons learned, and changes in market dynamics.

Quality Assurance

• Reviews final packages & proposals for accuracy with standard formatting across workstreams; updates format to optimize available insights & respond to feedback from account teams & SSG-ISO leadership.

Team Leadership

• Provide strong leadership and guidance to team members, meeting or exceeding expected volume for quarterly account pack creation and proposal support
• Collaborate with Program Manager & Global Deal Desk Lead to report on progress, tools, help needed.
• Develop and nurture a high-performing team by providing coaching, mentorship, and ongoing feedback to foster professional growth and development.
• Monitor team performance, identify areas for improvement, and implement strategies to address performance issues effectively.
• Effectively allocate resources and manage workloads to ensure optimal team productivity.
• Foster a collaborative and inclusive team environment by promoting open communication, teamwork, and knowledge sharing among team members.
• Address conflicts and issues within the team in a timely and constructive manner, promoting a positive and respectful work culture.
• Ensure compliance with company policies, procedures, and standards, promoting a culture of accountability and integrity within the team.
• Identify potential risks and issues related to execution and develop mitigation strategies to minimize their impact on account or bid timelines and outcomes.

Continuous Improvement

• Stay informed about industry trends, emerging technologies, and competitive landscapes to enhance proposal content and messaging.

Qualifications

• Bachelors Degree in business, finance or a related field. MBA or equivalent is a plus.
• Accomplished commercial leader with proven experience in finance and commercial modelling, desk research and analysis in the IT services or technology industry.
• Excellent writing, editing, and proofreading skills, with the ability to craft persuasive and technically accurate content.
• Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel).
• Experience with propensity-to-buy tools or similar software.
• Excellent communication and interpersonal skills to effectively collaborate with cross-functional teams.
• Ability to work as part of a global team which may require engaging across distances, cultures,
• and time zones in a matrix organizational structure.
• Familiarity with RFP processes and procurement procedures in the public and private sectors is required.
• 10+ years of progressive sales focused business experience in the information technology sector.
• Experience leading and managing effective teams with demonstrated ability to motivate and inspire team members to achieve their full potential.