Ankur Verma

Account Business Development and Team Management

• Currently, leading Business Development team for Life Sciences accounts (Elite, Growth and New accounts)
• Formulating and strategizing on account planning and sales pipeline in collaboration with Client Partner, CRM, and Engagement Delivery Partner
• Creating strategic decks for internal leadership meetings team related to account performance & future outlook, Bid vs. Did analysis, Win/Loss analysis, expansion/synergy strategies and innovative delivery ideas/suggestions
• Driving Account specific initiatives such as Revenue Generation Plan, Account Intelligence decks, publishing Success Story mailers, leading Client Visits etc.
• Research on industry trends, new tech areas, account specific research to gather intelligence for equipping the Client Partner & CRMs
• Presenting sales pipeline and business development updates monthly to client’s procurement team
• End-to-end BD team management (such as Bid allocations, bandwidth management etc.)
• Experience in Recruiting, grooming, and expanding current BD team

Bid & Proposal Management:

• Responsible for end-to-end bid management of RFPs, RFIs, RFQs, SoW and ad-hoc requests
• Understanding business requirements and drafting meaningful responses
• Identifying key bid team members from respective service lines
• Brainstorming & formulating key strategic win themes/value propositions based on Cognizant capabilities and key account insights along with bid team
• Creating bid plan/response tracker with risk mitigation strategy, action plan and driving bid calls
• Coordinating and engaging with key stakeholders/bid team members (such as Client partner, Solution Architects, Engagement Lead, Service Line Leaders, and other SMEs) for managing bidding process and meeting timelines
• Contributing to proposal development phase and aligning our response to win themes
• Periodically managing Deal Qualification, Proposal response reviews etc. with account leadership team
• Proposal packaging and on-time bid submission on client portal

Knowledge Management:

• Creating, tracking harvesting and updating proposal response artifacts and SoW
• Preparing Competency presentations, Capability slides and Case studies

Bid & Proposal Management:

• Responsible for managing end-to-end bid process (RFPs, RFIs, RFQs and ad-hoc requests)
• Create bid presentation for leadership approval and decision making
• Understanding business requirements and drafting meaningful responses
• Conducting & driving the proposal kickoff calls
• Creating bid plan/response tracker
• Contributing to proposal development phase
• Periodically managing proposals reviews
• Proposal packaging and on-time submission to meet timeline
• Co-ordination and engaging with key stakeholders/team members (such as Sales Leads, Solution Architect, Deal Shaper, Delivery Lead and Leadership team) for managing bidding process and meeting timelines

Knowledge Management:

• Creating, maintaining and updating proposal artifacts
• Preparing Competency presentations, Capability slides and Case studies

At Accenture I was responsible for responding to RFPs, RFIs, RFQs and Adhoc requests across growth platforms, technologies and industry segments. I was promoted to Senior Analyst position in the year 2019 (June)

Bid Management:

• Manage end-to-end bid process
• Create bid presentation for leadership approval and decision making
• Update bid management tool and QA tool-based opportunity details for budget tracking and approvals
• Conduct bid kick-off call and set daily/weekly bid calls
• Create effective bid plan with key milestones to meet timeline and frequent reviews
• Co-ordination with key stakeholders (such as Deal Executive, Solution Lead, Solution Architects, Delivery Lead, Technology SMEs etc.)
• Managing bid approvals at various sales stages and engaging with required teams and personnel for smooth bid submission

Proposal Management and Authoring:

• Understanding business requirements and drafting meaningful responses
• Conducting & driving proposal kickoff calls
• Contributing to proposal development phase
• Periodically managing proposals reviews
• Proposal packaging
• On-time submission to meet timeline

Fitment Analysis:

• Lead process of discovering prospect’s business requirements, needs, pain points and expected business outcomes
• Support Sales and Account Managers with sales collateral for business development

Bid Management:

• Responding to RFX, Presentations, BRDs and other such deliverable from pre-sales function to establish winning proposition
• Working closely with multiple teams including Sales, Line of business, Delivery, Finance, Pricing, Legal and Contracting Excellence to get best solutions for RFX / Presentations
• Create bid defense collateral - Approach Notes, Presentations, etc.
• Generating collateral for strategic decisions making
• Market Research, Prospect customer research & Competitor analysis reports
• Coordinate customer visits and create requirement specific presentation
• Associated with Marketing and Sales professionals to develop and implement effective marketing plans

Knowledge Management:

• Creating, maintaining and updating Pre-sales Artifacts
• Preparing Competency presentations, Case studies and Brochures
• Building and maintaining database using previous and existing RFPs, RFIs, Presentations, Case studies, Competency presentations