Bid Manager (m/f/d)

Bid Lifecycle Management 

• Lead the end-to-end tender response process: dissect RFP/RFI requirements, build the compliance matrix, assign content owners across functional teams, manage drafting iterations, conduct internal red-team reviews, and ensure on-time submission
• Own the proposal production timeline — setting milestones for technical solution input (Pre-Sales/CPO), commercial pricing build-up (Finance), legal terms review, and executive sign-off, with clear escalation paths when deadlines are at risk
• Coordinate post-submission activities, including clarification rounds, Best and Final Offer (BAFO) preparation, customer Q&A support, and oral presentation coaching for sales leads
• Define and run a structured Go/No-Go qualification framework — assessing deal size, strategic fit, competitive landscape, resource availability, and probability of win before committing to any bid
• Conduct structured post-bid reviews on every material opportunity — documenting lessons learned, evaluating scoring feedback where available, and feeding findings into the win/loss analytics framework
• Identify and assemble the bid team for each opportunity — scoping required pre-sales resources, subject matter experts, and partner contributions based on deal complexity and technical scope
• Lead structured review meetings at each milestone stage of the proposal (draft review, red team, final sign-off) — facilitating cross-functional alignment and driving the proposal to finalization on schedule
• Serve as the primary point of contact for customer-facing communication throughout the bid process — ensuring all proposals meet formal and content requirements, and that submissions reach the procuring entity on time and in the correct format
• Own end-to-end documentation of the bid process — from initial qualification through submission and post-bid review — maintaining a clear audit trail and reusable process records

Standardized Value Propositions & Commercial Structuring 

• Act as the guardian of AMDT’s approved value propositions — ensuring that every outgoing proposal applies the correct messaging for the target vertical, stakeholder persona (CISO, VP Operations, Plant Manager), and regulatory context, with zero deviation across regions, channels, and direct sales teams
• Build and enforce a proposal quality gate that validates each bid against the ICP/ISP framework before submission — checking that the value narrative, use cases, customer references, and competitive differentiators match the specific opportunity
• Own the commercial accuracy of every offer — working with Finance to assemble the correct pricing construct (multi-site licensing, subscription/ARR tiers, multi-year enterprise agreements) and flagging any non-standard terms for CRO approval before they reach the customer
• Maintain a controlled library of pre-approved proposal modules — including executive summaries, ROI narratives, compliance positioning (NIS2, NIST), technical capability statements, and case studies — so that sales teams pull from validated content rather than creating ad-hoc materials
• Identify and escalate gaps in the value proposition toolkit — feeding back to Product Marketing and CPO when customer objections or competitive losses reveal messaging weaknesses that need to be addressed at the source
• Coordinate risk assessment and effort planning for each bid — working with Pre-Sales and Project Management to flag delivery risks, resource constraints, and scope dependencies before commercial commitments are made

Cross-Functional Orchestration 

• Coordinate inputs from Pre-Sales Engineering, Project Management, Product Management, Legal, and Channel Partners to assemble complete and accurate bid responses
• Partner with the CRO and regional sales leaders to align bid strategy with Target Account Plans and the ICP/ISP framework

Win/Loss Analytics & Process Excellence 

• Build and own a structured win/loss analysis framework that captures why deals are won or lost — on pricing, scope, competitive positioning, stakeholder alignment, or product gaps
• Deliver actionable insights from bid data to leadership, feeding directly into pipeline optimisation, product positioning, and go-to-market strategy
• Establish and continuously improve bid management processes, templates, quality gates, and approval workflows
• Ensure all proposals comply with customer procurement requirements, data protection regulations, and AMDT’s commercial policies

• 8+ years in bid management, proposal management, or deal desk roles within B2B enterprise software, ideally in industrial software, OT/IT, or cybersecurity
• Proven track record managing complex, multi-stakeholder bids exceeding €500K in value, including RFP/RFI responses for enterprise and public-sector procurement
• Strong commercial and analytical acumen — comfortable structuring multi-site ARR deals with flexible pricing tiers, expansion triggers, and margin-protective terms, while rigorously tracking win/loss patterns, bid cycle metrics, and conversion rates to turn data into actionable strategic insights
• Cross-functional orchestration skills — able to marshal inputs from Product, Legal, Pre-Sales, and Channel on tight timelines without quality compromise
• Change-driver mindset — you don’t just manage the existing process, you redesign it. We need someone who sees a fragmented content landscape (case studies, technical docs, ROI data, competitive intel — all of it exists but isn’t structured or leveraged) and builds the system that makes it usable at scale
• Strong AI acumen and hands-on fluency — you actively use AI tools (Claude, Copilot, GPT, or similar) to draft proposal content, analyse RFP requirements, synthesize competitive intelligence, and accelerate review cycles
• Ability to build AI-assisted proposal workflows — from automated first-draft generation using existing content repositories, to intelligent compliance matrix mapping, to AI-driven win/loss pattern recognition across the bid portfolio
• Exceptional proposal writing skills — ability to translate technical capabilities into business-outcome narratives tailored to CISOs, VP Operations, and plant managers
• Fluent English (business language); German highly desirable given DACH market importance
• Proficiency with CRM platforms (Salesforce preferred)

• Familiarity with industrial automation verticals (automotive, pharma, utilities, CPG) and/or OT security regulations (NIS2, NIST, IEC 62443)
• Experience with APMP certification or formal bid/proposal methodology
• Exposure to SaaS business models, recurring revenue metrics, or B2B software go-to-market motions
• Experience working with channel partners and system integrators in international markets

• Transformative Opportunities & Inclusive Culture: Be part of a dynamic, evolving company where growth is encouraged, your contributions are valued, and where you collaborate and thrive within a diverse, supportive community.
• Flexible Work Options: Work how you work best – remotely, hybrid, or from our state-of-the-art office.
• Future Security: We invest in your future, contributing 20% towards a comprehensive pension plan.
• Supplementary Health Coverage: Enjoy added security with additional health insurance that supports your well‑being beyond the basics.
• Corporate Benefits: Take advantage of exclusive discounts on selected brands to enrich your everyday life.
• Continuous Learning: Access Preply for easy language learning, supporting your personal and professional growth.
• Celebrating Milestones: Enjoy special bonuses and gifts for significant life events like marriage, the birth of a child, or your anniversaries with us.