Claudia Casserly Résumé

Summary 

Senior Proposal Manager with eleven-year career distinguished by promotion to manage high profile bid opportunities in the IT, security, and communications solutions market.  Experience includes over ten years in solution sales and marketing.

Recognized for success in leading and motivating large cross-functional teams in the effective execution of client-centric, award-winning proposals for large enterprise accounts (Fortune 100/500).

Supported over $100 million in proposal wins in last year and a half in previous position; received excellent performance ratings from internal stakeholders with a combined average of 9.98 of possible 10.

Increased department productivity and efficiency with participation in the following projects:

• Trained and mentored support specialists in transition to proposal management positions.
• Solved file-sharing issues by initiating an extranet solution for customers and peers.
• Developed a global proposal resource guidebook of best practices with colleagues.
• Managed projects in London to support a global bid manager exchange program.
• Enhanced proposal resource database by providing accurate and updated content.
• Served on SharePoint proposal website redesign project to enhance usability.

Professional Experience

Project Management & Proposal Development, San Diego, CA [2011–present]

Freelance Proposal Manager.

Thirteen-year career with MCI/Verizon Business in the following two positions:

Senior Proposal Manager, MCI/Verizon Business, San Diego, CA [1998–2009]

• Managed and controlled all activities in the proposal development process in response to requests for proposals (RFP, RFI, RFQ), including: opportunity assessment, resource engagement, writing assignment delegation, project plan development, scheduling, progress tracking, content development, editing, quality and compliance assurance, final response delivery, and proposal reporting.
• Provided supervision, leadership, and coordination of large, virtual, global cross-functional proposal teams and stakeholders: capture, sales, business development, subject matter experts (SMEs), product marketing, engineering, legal, contracts, operations, program management, customer service, billing, subcontractors, and vendors.
• Created project websites on SharePoint as a central repository for original proposal documentation, assignments, schedule, project plan, outstanding actions items (OAIs), updates, and draft revisions.
• Scheduled voice and web conference calls to facilitate project progression and quality control: kick-off, strategy, solution, design, and draft reviews.
• Maintained master proposal documentation by gathering and integrating business, functional, and technical requirements: executive summary, corporate overview, competitive content, service level agreements (SLAs), contractual and legal requirements, boilerplate, customized responses, product overviews, pricing, and other material as applicable.
• Supervised production managers in the creation of master proposal templates, final format and delivery; ensured all projects were in compliance with RFP instructions and requirements, on schedule, and produced in a high-quality manner.
• Archived final deliverables on SharePoint project site in compliance with corporate record retention policies; managed post bid activities for additional information, revisions, and best and final (BAFO) responses.

 Account Executive, MCI/Verizon Business, San Francisco, CA [1996–1998]

Consultative and solution based sales of competitive local exchange services (CLEC).  Conducted site surveys, analyzed trunk/line inventory, managed auditing and consolidation of existing services to reduce cost and improve telecom expense management.

Focus areas included: prospecting, qualifying, defining approaches to selling to target clients, setting sales appointments, developing proposals, negotiating, and closing.

Track record of consistently meeting and exceeding expectations in assigned revenue targets, professional business practices, client retention, and acquisition.

Education

Bachelor of Arts degree, Theatre-University of Colorado, Boulder

Talent & Creativity Scholarship recipient

Awards & Credentials 

• Making A Difference Award—MCI Bid Management
• APMP Foundation Certification
• Shipley Proposal Training
• ITIL Foundation Certification
• MCI Local Services Hall of Fame 

Strengths

• Relationship Development
• Business Development
• Project Management
• B2B Sales & Marketing
• Account Management
• Client Retention & Customer Service
• Presentation, Negotiation, and Closing
• Oral & Written Communication
• Proficient Computer Skills
• Microsoft Office Suite
• Database Management/CRM/SharePoint
• Multi-tasking, Research, Competitive Intelligence
• Web Auction and EBid

Additional Experience—Sales & Marketing

Team Lead & Account Executive, Anchorage Telephone Utility—Municipality of Anchorage, Anchorage, AK [1992–1995]

Account management and sales of CPE (PBX and key systems) and infrastructure network services.

• Supported Major and Government Accounts.
• Leadership and sales accomplishments resulted in Team Lead position.