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Proposal Manager at ScienceLogic
Reston, VA, US

What we’re looking for…

We are looking for an experienced Proposal Manager to manage the worldwide request for proposal (RFP) process for ScienceLogic’s technology solutions, which consist of commercial software and professional services. The Proposal Manager will play a critical role within our worldwide sales organization to help deliver the company’s revenue plan. In this role, you will responsible and accountable for driving the entire proposal lifecycle and collaborating with key personnel and executives to create and deliver winning proposals. You will use our current systems and tools to communicate, collaborate and coordinate with all stakeholders to meet customer deadlines and proposal milestones. This is a global role and the successful candidate will be working cross-functionally with all geo and market-based sales teams. These markets include commercial enterprise, public sector (defense and non-defense), managed service provider and global systems integrator. Do you have high energy and a strong proposal management background with a focus on customer success and a willingness to “role up your sleeves” to get the job done? Then read on.

Who we are…

ScienceLogic’s worldwide sales team is passionately focused on selling solutions that drive customer outcomes. We are responsible for increasing revenue and booking new business in 3 geographic regions: the Americas; Europe, Middle East and Africa (EMEA); and Asia Pacific. We have geo-based sales teams focused on each of these regions, as well as dedicated sales teams focused on federal customers, global systems integrators and managed service providers.

What you’ll be doing…

  • Manage the full lifecycle of proposals in response to RFPs, RFIs and public sector solicitations.
  • Create detailed proposal plans (e.g., GANTT, RACI, Kanban, etc.) and assign tasks to stakeholders and subject matter experts to ensure all deadlines are met.
  • Communicate, collaborate and coordinate with all stakeholders (g., Executives, Sales, Business Development, Sales Operations, Systems Engineering, Professional Services, Finance, Contracts, and Product Management) to meet customer deadlines and proposal milestones.
  • Use industry best practices to create compelling, compliant, and responsive winning proposals, work statements, proposal materials, storyboards, documentation, graphics, capability statements, and past performance qualifications.
  • Ensure all proposals are properly edited and well written in a “single” voice.
  • Provide turnkey management of the proposal process across all geo’s and markets, including commercial enterprise, public sector (defense and non-defense agencies), managed service provider and global systems integrator (note: the successful candidate needs to support multiple time zones, including the Americas, EMEA, and Asia Pacific).
  • Use collaboration tools to manage the proposal process, assign tasks, communicate milestones, coordinate all stakeholders, negotiate compliance according to corporate policies, all while meeting customer deadlines.
  • For Federal opportunities, support the capture planning process and work with the designated capture manager over the opportunity lifecycle.
  • Provide periodic status reports and performance dashboards to communicate to executives, sales management and sales executives.
  • Recommend process improvements and champion change management when required.
  • Create and maintain a knowledge management repository for all proposal development materials to enable rapid reuse.
  • Create proposal materials to support technical, management, past performance, and pricing proposal development efforts.
  • Travel will be minimal for this role but working hours may vary depending on the geography being supported.

Qualities you possess…

  • A bachelor’s degree in a technical discipline (computer science/engineering) or equivalent work experience.
  • Proven experience in leading, managing, developing and winning proposals for OEM technology or solution providers (software and services combined into one proposal).
  • Understanding of technical and commercial software sales issues (ACV, TCV, pricing, revenue recognition, etc.) related to selling subscription-based software (SaaS or on-premises) with attached professional services.
  • Understanding of IT infrastructure, networks, applications, cloud, SaaS and service-based solutions.
  • Excellent written, verbal, negotiation and collaboration skills.
  • Ability to determine the objectives and key metrics upon which the proposal will be evaluated and tracked for progress.
  • Ability to execute and monitor the progress of each proposal and make adjustments as necessary to ensure successful submission and award.
  • Ability to develop functional working relationships with key stakeholders to delegate action items and effectively lead proposal teams.
  • Proactive, self-motivated and able to work independently and with a team on multiple, simultaneous proposals.
  • Preferred knowledge and experience with the federal government proposal process, including contract vehicles, FARS and DFARS.
  • Strong project management skills with the ability to prioritize competing proposal timelines.
  • 10+ years of experience in proposal management (in commercial and public sectors).
  • Strong knowledge of Microsoft O365, including SharePoint, Planner, Word, Excel, PPT, Project, and Visio.

About ScienceLogic

ScienceLogic is a leader in IT Operations Management, providing modern IT operations with actionable insights to resolve and predict problems faster in a digital, ephemeral world. Its solution sees everything across cloud and distributed architectures, contextualizes data through relationship mapping, and acts on this insight through integration and automation.