Anish Dogra

Key Responsibilities & Achievements

· Spearheaded end-to-end bid management process including RFI, RFQ, and RFP responses across multi-vertical IT services and solutions, ensuring high-quality and timely submissions.

· Collaborated with cross-functional teams including Sales, Delivery, Finance, Legal, and Solution Architects to develop winning proposals tailored to client-specific requirements considering the client pain points.

· Managed complex bids with value propositions exceeding $10 million, contributing to 50%win rate improvement YoY.

· Coordinated solution design with technical teams to ensure feasibility, scalability, and alignment with client pain points and strategic goals.

· Developed competitive and commercially viable pricing models, including effort estimation, resource planning, and risk mitigation strategies.

· Ensured compliance with client requirements and internal approval processes (legal, financial, and delivery sign-offs).

· Created and maintained reusable proposal content repository, improving bid turnaround time by 30-40%.

· Conducted deal reviews and risk analysis workshops with senior leadership to ensure bid quality and strategic fit.

· Leveraged market intelligence and competitor analysis to position offerings and differentiate solutions effectively.

· Acted as single point of contact (SPOC) for all proposal-related communications with clients and internal stakeholders.

· Responsibility to submit the Techno- commercial proposal prior to deadline on customer given portals.

· Prepare for the Client Demo, Presentation, Orals mock drills with the internal stakeholders to position us as a strong and key participant in the bid to highlight their pain areas with our remedies.

Projects :

Dealxcelerator : Help the team create the web portal named DealXcelerator to automate the deal approval lifecycle. It will be directly integrated with the CRM tool, serving as a single repository for all activities carried out for a specific opportunity.

Pursuit Insight : Developed a centralized tool to consolidate all essential resources for bid management, supporting the entire APAC bid management team. This includes key assets such as benchmarking sheets, case studies and reference repositories, pricing tools, accelerators, industry trends, Proposal Templates, Win Loss Analysis report and more.

• Managing solutioning of the manage services deals as the Presales consultant and working as Solution Architect
• Working with the sales team on the Bid requirements and proposed the suitable optimize solutions with the different SLA's as per the customer requirement
• Closely reviewed the solution with Delivery team and work on pricing.
• Done the E2E Pricing for the deal and share the final outcome in my proposal to customer.
• Multiple calls with customers to understand their need and propose the solution based on their current environment and future expansion need.
• E2E proposal management and Solution Presentation part of the scope.
• Closely working with the management for the marketing activities and client identifications Industry wise.
• Working closely with the sales team after deal qualify and planned my work according to their Funnel.
• Helping management to create new SOP based on my industry experience.
• Tracked project progress to ensure timely delivery of solutions according to customer requirements.
• Conducted product demonstrations and presentations for potential clients.
• Participated in regular team meetings to review pipeline status, share market insights, and strategize new business approaches.
• Analyzed customer feedback to inform future product enhancements or modifications.
• Maintained detailed records of all pre-sales activities using CRM software tools for ongoing reference and reporting purposes.
• Identified opportunities for upselling additional products or services based on client needs analysis.
• Collaborated with sales teams to identify customer needs and develop tailored solutions.

• Managing Complex, cross industry and cross product deals in the range of $ 10 million to $ 500 million for solution integration, Managed Services across countries and Geographies for both Government and Corporate Sector Global Clients
• Managing proposal design, development and production as a sub-project within the overall bid project plans for the delivery of the proposal /SOW
• Working with the OO to define key themes and messages to support Win Strategy, proposal structure and other specifics.
• Writing/editing required content (e.g Executive Summary, VDP template) with appropriate assistance from Subject Matter Expert (SME) while adhering to IBM's Principles and Guidelines of proposal writing and collate / integrate content from contributing team members
• Engage in large standard/complex, standard cross-brand and drive overall proposal plan and proposal project management for the opportunity
• Lead collaboration and integration of RFP response process and associated documents on highly time sensitive schedules for Complex, multi-tower, local/global engagements including opportunity tracking information and metrics
• Maintains control file of proposal related documents (versions, appendices, iterative responses)
• Provides deal team with collaborative tools, templates, proposal shells, pointers to help prepare a client specific proposal response within stipulated time frame
• Reviews proposal documents for compliance with client requirements and specifications for example mapping proposal response to questions posed by client or consultant
• Responsible for handoff of final proposal documents to sales support team for harvesting and scrubbing of re-usable content
• ICAP Research and Knowledge Management: Analyse, identify research, locate, develop, store and retrieve suitable content for customer proposals and presentation documents
• Provide end to end bid management support for high value deals which includes creating & responding to RFP, RFI & Proposals
• Launch the approval automation tool called OATS (Online approval Tracking System) to take the cross boarder approvals
• Provides operational leadership for proposal development & consultant driven deadlines & internal approval requirements
• Create share point portal and maintain comprehensive project documentation
• Provides deal team with collaborative tools, templates, proposal shells and other internal sources to help develop responses to client requirements
• Reviews proposal documents for compliance with client requirements and specifications
• Ensure 100 % process compliance with regards to bid submission
• Report & escalate to management as needed
• Responsible for handoff of final proposal documents to Seller for Client submission
• Manage the relationship with all stake holders
• SPOC for process related internal and external audit conducted within the organization
• Manage & Publish weekly & monthly reports to Sales Leaders on Contract Signing & TCV (Total Cost Value) recognitions
• Create repository to store IBM win contract copies and the internal approvals

• Start my carrier as software test engineer @ Uno Software Testing Lab's doing performance testing, Functional testing, Stress testing, Load Testing for the custom-made software's and doing extensive testing of their beta versions