Bruno Lopes
Summary
Thought leader in Proposal Management with more than 11 years of experience in the Cloud SaaS industry. Solid knowledge of CyberSecurity and Cloud Software Architecture.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Proposal Management Leader and Expert
SAP
Remote
04.2023 - Current
- Established product and solution positioning, messaging by prospective buyer role, and methods to overcome competitive objections.
- Established proposal management initiatives (such as self-service tools) to enable more than 200 Account Executives globally to create their own proposals.
- Work closely with product teams to create and increase external materials, including Proposal Templates and RFP responses database (RFPIO).
- Lead a team of 4 Proposal Managers, offering guidance, mentoring, and coaching.
- Develop technical messaging and positioning for Concur products.
Senior Proposal Manager/Senior Technical Writer
SAP
Remote
02.2018 - 03.2023
- Produced and managed over 170 RFPs that generated more than $210M+ in pipeline.
- RFP Project Management, including: maintaining schedules; organizing resources; coordinating inputs and reviews; ensuring bid strategy implementation.
- Developed more than 170 external-facing materials in deal execution support, requiring well-written content to technical and non-technical readers.
- Developed and responded to RFPs and customer questionnaires related to Services, Technical, Security, and Cyber Security.
- Development of key messaging, win themes, differentiators, and proof statements with SAP differentiators.
- Worked closely with security and technical experts, product managers, and other departments to determine the accuracy and completeness of technical documentation.
- Followed company policies and editorial guidelines to craft thorough, well-written content.
- Developed technical messaging and positioning for Concur solutions.
Business Development Executive
SAP
Atlanta, GA
05.2014 - 01.2018
- Attended industry events and presented SAP Ariba's solutions and strategically developed and qualified more than 500 revenue opportunities annually.
- Generated more than $100M+ in pipeline generation.
- Cultivated and nurtured relationships with customers in strategic vertical markets to support ongoing definition of differentiated product value.
- Contributed to planning and production of industry events, advertising, direct mail, telemarketing and sales collaterals.
- Supported marketing programs and campaigns with content and messaging to drive demand.
- Optimized email campaigns to increase open and click-through rates.
- Boosted brand awareness and generated hundreds of leads while managing internal and external marketing campaigns and programs.
- Developed and delivered training programs to partners and demand generation teams.
Proposal Manager
SAP
São Paulo, Brazil
01.2012 - 04.2014
- Produced over 100 proposals a year, each requiring anywhere from 30 to 150 pages of well-written content that could describe cloud technology to non-technical readers;
- RFP Project Management.
- Created external-facing material in deal execution support.
- Responded to hundreds of security questionnaires and RFPs.
Education
Bachelor of Science - Information Systems
Universidade Bandeirante De São Paulo
São Paulo, Brazil12.2009
Skills
- Proposal Management
- Technical Writing
- SaaS
- RFP Management
- Project Management
- Team Leadership
- Cloud Security
- Go-to-Market Strategy
- Customer Engagement
Certification
- APMP - Foundation Certification
Languages
English
Portuguese
Spanish
Timeline
Proposal Management Leader and Expert
SAP
04.2023 - Current
Senior Proposal Manager/Senior Technical Writer
SAP
02.2018 - 03.2023
Business Development Executive
SAP
05.2014 - 01.2018
Proposal Manager
SAP
01.2012 - 04.2014
Bachelor of Science - Information Systems
Universidade Bandeirante De São Paulo