Project Director– Presales Practice Specialist

Twoja rola

The Project Management function within Orange Business is undergoing a major transformation, driven by the Triumph Program. We are focused on developing a streamlined end-to-end “Customer Solution Project Management” Process, supported by the ServiceNow SPM (Strategic Portfolio Management) tool. This tool will serve as the primary workstation for our presales team, project managers, and other stakeholders, facilitating efficient project management and customer engagement in both the Pre Sales (Demand and Post Sales (Project) Phases.

In your role as the Presales Practice Specialist, you will be leading the transformation of the presales elements of the Project Management Process across Orange Business.  Your mission is to ensure that we can track all presales activity (enabling accurate forecasting of demand), deliver high quality &  competitive Request for Proposal (RFP) responses and that we are able to rapidly initiate projects, where we win the business. 

Your mission will be to lead an assessment of the “As Is“way of working and, in conjunction with key stakeholders, drive continuous improvement to our ways of working through: 

1. Process ownership of the presales phase of the process.
2. Management of Request for Proposal (RFP) procedures.
3. Management of tooling to enable the presales process (using ServiceNow SPM Demand Management).
4. Matrix management of a team of PM presales specialists. 
5. Coaching of specialists and provision of quality control on RFP responses.
6. Participation in Customer Solution Presentations where appropriate.
7. Collection of pain points and application of improvements (process, procedures, tooling, teaming).

Key Responsibilities:

1. Process ownership: Act as the Process Owner of the presales phase of the “Customer Solution Project Management” process, reporting on a dotted line to the Global Process Leader.  Clearly define the governance and metrics to monitor the process. Identify process pain points and drive continuous improvement. 
2. Request for Proposal (RFP) procedures: Ensure that there are clearly defined procedures & templates for the provision of high-quality RFP responses. This should enable consistency of approach (such as labour sizing), whilst also allowing for tailoring to meet customer requirements. 
3. Management of ServiceNow SPM tooling:  Specification of features for the presales element of ServiceNow SPM (Demand Management). This should enable key stakeholders to work together collaboratively on the bid in order prepare / approve the RFP response. The data should enable us to understand the pipeline of demands to forecast resource requirements and enable rapid project initiation where bids are won ( via conversion of SPM Demand to SPM Project). You will also be responsible for testing your features once delivered and for working with the overall SPM Product Owner and Regional Squads to train your users. 
4. Presales Specialist Matrix management: Propose, validate and build an appropriate team ( + team structure / governance ) of Project Management presales specialists (who will be based and report functionally to the zone regions / centers) that will enable efficient operation of the process. 
5. Coaching / Quality Control: Provide coaching to the Project Management presales specialists to support them in their bid responses and ensure that appropriate quality control is executed prior to customer presentation. Provide technical expertise and support during the presales process, addressing customer inquiries and concerns related to project management methodologies and tools.
6. Customer Solution Presentations: Where appropriate, support the bid team in the preparation and delivery of compelling presentations and demonstrations of project management capabilities and tailored solutions that address specific customer requirements.
7. Customer Engagement: Build and maintain strong relationships with customers to understand their project management needs, pain points, and expectations. Engage in effective negotiations to establish project terms and deliverables.
8. Collaboration with Sales Teams: Work closely with sales teams to develop strategies for winning new business and expanding existing accounts, ensuring alignment of project management efforts with overall business objectives.
9. Market Research: Conduct market research to identify trends, customer needs, and competitive landscape to inform presales strategies and enhance proposal quality.
10. Feedback Loop: Gather feedback from stakeholders to identify areas for improvement in project management practices and presales processes. Implement best practices to enhance future project delivery.
11. Performance Metrics: Track and analyze presales process performance metrics to assess effectiveness and identify areas for improvement