Pawan Koppa
Bid Manager
Bengaluru
Summary
Proactive and goal-oriented professional with excellent time management and problem-solving skills. Known for reliability and adaptability, with swift capacity to learn and apply new skills. Committed to leveraging these qualities to drive team success and contribute to organizational growth.
Overview
20
20
years of professional experience
5
5
Certificates
Work History
Bid Manager
Capgemini
Bengaluru, India
02.2026 - Current
- Bid Manager - Cloud Infra Services (CIS) for the North America region
- Leading the Proposal Desk Initiative - Complete ownership of the cybersecurity SBU in CIS and one point owner of all cybersecurity opportunities in North America
- Complete bid lifecycle ownership and responsible for bid management, proposal writing and developing pricing models
- In a short span, well established in my role and a go-to bid manager for single and multi tower opportunities in the region.
Proposal Lead
Itron Inc.
Bengaluru, India
06.2021 - 12.2025
- Senior proposal lead and single point owner for all opportunities in the APAC region
- End to end bid and proposal management for the region
- Covered deals of all sizes across regions - Singapore, Malaysia, Thailand, Philippines, Australia, New Zealand and India
- Initiated the two-in-a-box model (sales-presales) and worked with sales leads right from the prospect phase to pre-qualification, opportunity review boards, qualification and working through the entire pursuit cycle till deal closure
- Secured contracts worth ~$30M in 2025 alone by aligning bid strategies with business goals which helped beat region revenue targets for the year
- Total deal wins worth ~$70M over the last 4+ years in Itron
- Marked 30% win rate through selective bidding and thoroughly structured pursuit reviews in Salesforce.
- Crafted 25+ compliant bids yearly with 100% on-time delivery via effective planning and tracking.
- Acted as the only designated proposal lead for all major key and strategic accounts across APAC
- Consistent positive feedback from all sales leads across the years and the go-to proposal lead for all major pursuits
- Experience in preparing bids for Smart Grid Edge, Water, Gas and Smart City solutions & services.
- Improved proposal content quality by working to setup a AI powered proposal response software and streamlined the entire proposal library for APAC.
- Managed cross-functional teams effectively, across varied time zones ensuring timely completion of tasks required for the development of high-quality bids.
- Reduced response time to RFPs with efficient planning, prioritization, and delegation of responsibilities among team members.
Bid Management Region Lead (Infrastructure and Cybersecurity) - EMEA and ROW
Infosys Limited
Bengaluru, India
10.2018 - 06.2021
- Led a team of bid managers with varied experience levels.
- Single point owner of all bids in the EMEA and ROW regions including TCV ownership.
- Managed a very heavy workload of deals (qualification/assignment and mapping) apart from leading large deals in my own capacity.
- Specialized experience in large ITO multi-tower deals involving extensive interactions with other teams like application development and maintenance (ADM).
- Responsible for all governance activities - facilitating solution reviews with individual towers, overall document integration, delivery approvals, complete pricing and PAT approvals.
- Manage interactions with various internal teams like business finance, delivery, sales, legal and HR.
- Experience in developing commercial pricing models based on Fixed Bid / T&M/ unit based and ARC - RRC.
Bid Lead - Asia and Middle East
DXC Technology (formerly HP Enterprise Services)
Bengaluru, India
01.2016 - 09.2018
- End to end bid management of deals in the AMEA region as part of the GSC (Global Solutioning Center).
- Experience in handling strategic deals of various sizes and complexities in both the Infrastructure and Application domains.
- Managed all governance activities during the deal lifecycle including qualification reviews, solution reviews and final deal reviews.
- Ensured 100% compliance to all internal processes including bid budget calculations, tracking and issue log management, Issuing of WBSE codes to team members, interface with procurement, HR, delivery and sales.
Manager - Presales, Europe CIS (Cognizant Infrastructure Services)
Cognizant Technology Services
Bengaluru, India
04.2014 - 12.2015
- Bid management of deals in the Europe region (UK, Nordics and Continental Europe).
- Managed interactions with internal teams, help facilitate deal intake, deal workshops, bid rooms and client visits.
- Managed deals ranging from managed services to datacenter transformation/ cloud/ hosting and virtualization / end user computing and application - infrastructure consolidation / rationalization.
- Experience in Test Infrastructure Management (TEM) deals which I helped setup and evolve as an offering in the Europe market.
Associate Manager in Infrastructure Management Services (IMS) Presales Team
Tech Mahindra
Bengaluru, India
06.2011 - 04.2014
- Solution and bid management of IT infrastructure proposals for the North America region.
- Handled end-to-end managed services and transformation deals.
- Extensive expertise in proposals across the IMS spectrum - enterprise computing, end user computing, enterprise networking and Enterprise security.
- Cross-functional expertise which includes working with teams from application development (ADMS), business groups, finance, technology SMEs and infrastructure solution architects.
- Responsible for maintaining the Knowledge base and bid repositories for the IMS presales team.
- Expertise in large deals with the largest being a 400+ million USD bid.
Technology Analyst in TIG Presales
Infosys BPO Limited
Bengaluru, India
05.2006 - 06.2011
- Managed 300+ RFPs across different verticals.
- Prepared presentations, solution documents and budgeting templates for solutions involving data connectivity and voice (Avaya Contact Center and Cisco IPCC based call center infrastructure for various clients)
- Acted as an offshore client visit anchor and presented overviews of technology setup in various locations to prospective clients.
- Handled onsite client presentations - France and Singapore
- Acted as a Transition Manager (Technology) for Bengaluru/Jaipur client ODC during which I managed technology transition and ODC setup of 50 FTEs for a U.S television major.
- Coordinated with internal business, procurement, client IT, client business and internal IT teams to implement the complete WAN network infrastructure including voice and data infrastructure
Education
Post Graduate Diploma - Telecom Management specialized in Systems and Finance
Symbiosis Institute of Telecom Management
Pune01-2006
Bachelor of Engineering - Computer Science & Engineering
Atria Institute of Technology
Bengaluru01-2004
Skills
Microsoft 365
Salesforce
Proposal automation (Loopio)
Conga CPQ
Leadership
Project Management
Teamwork and collaboration
Excellent communication skills
Time management
Flexible and adaptable
Dependable and responsible
Calm under pressure
Certification
Certified GenAI Pursuit Professional
Accomplishments
- Star award winner for leading a bid to implement a challenging, new solution in the Philippines
- Won Team Extra Miler Award / Deal Champion / Best deal team awards during my tenure at Infosys, DXC and Cognizant
Affiliations
Member of APMP India - Certified foundation level
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Timeline
Bid Manager
Capgemini
02.2026 - Current
Certified GenAI Pursuit Professional
10-2025
Shipley Self-Paced-Training
03-2025
APMP® Bid and Proposal Management Foundation
10-2022
Proposal Lead
Itron Inc.
06.2021 - 12.2025
Advanced Certificate in Program Management
03-2020
Bid Management Region Lead (Infrastructure and Cybersecurity) - EMEA and ROW
Infosys Limited
10.2018 - 06.2021
Bid Lead - Asia and Middle East
DXC Technology (formerly HP Enterprise Services)
01.2016 - 09.2018
Manager - Presales, Europe CIS (Cognizant Infrastructure Services)
Cognizant Technology Services
04.2014 - 12.2015
ITIL v3 foundation
03-2013
Associate Manager in Infrastructure Management Services (IMS) Presales Team
Tech Mahindra
06.2011 - 04.2014
Technology Analyst in TIG Presales
Infosys BPO Limited
05.2006 - 06.2011
Post Graduate Diploma - Telecom Management specialized in Systems and Finance
Symbiosis Institute of Telecom Management
Bachelor of Engineering - Computer Science & Engineering
Atria Institute of Technology
Personal Information
Date of Birth: 09/10/82