Proposal Manager
Posted on 9/13/2023
INACTIVE
Contrast Security

201-500 employees

Application security software
Company Overview
Contrast Security's mission has always been to simplify application security through technology and automation.

Company Stage

Series E

Total Funding

$269M

Founded

2014

Headquarters

Los Altos, California

Growth & Insights
Headcount

6 month growth

-5%

1 year growth

-17%

2 year growth

-8%
Locations
Remote in USA
Experience Level
Entry
Junior
Mid
Senior
Expert
Desired Skills
Customer Service
Management
Marketing
Sales
Salesforce
Communications
CategoriesNew
Sales & Account Management
Requirements
  • Must have a BS/BA in a relevant degree field from an accredited institution
  • Minimum of 7+ years of experience in RFP management, preferably within the DevSecOps or software development industry
  • Strong understanding of application security concepts, terminology, and industry trends
  • Ability to understand the breadth of our product line and the technical ability to drill into details on owned areas (a strong aptitude to learn our products and our controls/security strengths to become our knowledge base)
  • A strategic mindset with the ability to understand buyers' most critical business issues
  • Proven track record of managing and delivering high-quality proposals on time
  • Must have the ability to quickly digest information and produce organized, clearly written content with minimal supervision
  • Familiarity with technical content and the capability to translate complex information into client-friendly language
  • Exceptional project management skills, with the ability to manage multiple projects concurrently
  • Ability to work in a high-paced work environment supporting multiple proposals simultaneously and meeting tight deadlines, including occasional extended hours, evenings/night hours, weekends, and holidays
  • Excellent written and verbal communication skills, coupled with an eye for detail
  • Proficiency in utilizing proposal management tools with a deep knowledge of Salesforce and Google Suite
  • Highly collaborative team player with the knowledge, intellect, and temperament to work effectively in a fast-paced, energetic, and complex environment
  • Highly organized and capable of working under pressure to meet tight deadlines
  • Entrepreneurial mindset to drive, refine, and grow the proposal function
  • Must be able to give clear, concise directions and organize large volumes of information
  • We are focused on building a diverse and inclusive workforce. We encourage you to apply if you're excited about this role but do not meet 100% of the abovementioned qualifications
Responsibilities
  • This is an individual contributor position, and the Proposal Manager must be flexible to work on many different efforts with varying levels of responsibility and influence without authority
  • Proposal Development:
  • Lead the development of high-quality proposals by reviewing RFP/RFI documents, gathering relevant information, and collaborating with subject matter experts to create tailored and impactful proposals
  • Partner, where necessary, with SMEs to extract highly technical information and convert it into effective proposal content per solicitation requirements
  • Partner with other team members, such as alliance or partnership members, to ensure they deliver content when needed
  • Project Management:
  • Develop and manage proposal project plans, timelines, and deliverables while ensuring alignment with sales strategies and adherence to RFP submission deadlines
  • Collect, edit, and review proposal materials to ensure compliance with all RFP terms and conditions
  • Manage the production and delivery of the final proposal (adhere to all formatting directives, production, and publication guidelines)
  • Content Creation:
  • Work closely with technical and product teams to create and update proposal content, ensuring accuracy, consistency, and alignment with Contrast Security's messaging and branding guidelines to ensure the Contrast responses are thorough and documented under best practice standards that align with the RFP requirements
  • Document and maintain contract compliance for RFP eligibility
  • Message Tailoring:
  • Align on strategy and craft proposal narratives that effectively address client pain points and demonstrate how Contrast Security's application security solutions uniquely meet their requirements
  • Competitive Analysis:
  • Research and analyze competitors' offerings and strategies to differentiate Contrast Security's proposals and position our solutions as the superior choice
  • Collaboration:
  • Collaborate closely with sales, engineering, and marketing teams to gather information and insights for proposal content, ensuring a well-rounded and compelling proposal
  • Content Management:
  • Maintain a central repository of proposal content, including templates, case studies, technical specifications, and customer success stories, facilitating easy access for proposal development
  • Quality Control:
  • Review proposal drafts rigorously to ensure accuracy, coherence, and compliance with proposal requirements before the final submission
  • Process Improvement:
  • Continuously identify opportunities to enhance proposal processes, templates, and content, contributing to developing best practices in proposal management
  • Stakeholder Communication:
  • Facilitate clear and regular communication with internal stakeholders to provide updates on proposal status, address inquiries, and align proposal strategies
  • Document Win/Loss case data for overall business and product evaluation cycles
  • Lead proposals end-to-end with little direct oversight - making sound decisions and pushing business leaders to adhere to best practices
Desired Qualifications
  • Customer service or sales experience in a fast-paced, SaaS growth environment is a plus