Dara Connolly Email & Phone Number

Kilkenny, IE

Dublin, County Dublin, Ireland

Manager of presales function for Centigo Ireland, providing leadership and direction for deal qualification, tender coordination, post submission activities, and a range of pre-sales and marketing related activities.

Dublin City, County Dublin, Ireland

• Capture Manager for large and complex opportunities in EMEA and APAC regions, helping achieve annual sales of $100M+ for the Government Health and Human Services division.
• Developed and maintained opportunity capture plans through ongoing collaboration with account managers, technical sales, market strategy and marketing. Executed capture plans to guide client engagement and sales.
• Led RFI and RFP qualification process. For each qualified RFP, managed the overall proposal development effort, incorporating capture plan outputs such as the agreed upon win themes, differentiators and price to win..
• Refined existing capture management and pre-sales processes, including opportunity qualification, collaboration, competitive intelligence and proposal management, and communicated processes to wider go-to-market team..
• Rolled out standard structure, format and templates for managing opportunity documentation and communication using MS Teams, SharePoint, and GitHub, making collaboration more effective and opportunity related.

Ireland

(As per role above in Merative)

Ireland

• Onboarded over 100 go-to-market employees to the Government Health and Human Services (GHHS) division, through a combination of 1:1 training sessions, online training curricula and ongoing support.
• Organised annual sales meetings for Watson Health and led agenda and content development for the GHHS segment of these events.
• Designed and developed courseware and sales enablement collateral in conjunction with SMEs and incorporated into role-based curricula using Brainshark and IBM in-house LMS and other tools.
• Created and maintained sales playbooks, sales kits and broad range of enablement collateral and pushed these out to GTM team using Seismic sales enablement platform. Conducted regular enablement webinars to keep team.

• Provided sales enablement to partner teams in EMEA and APAC to improve their go to market capability with respect to the IBM Cúram product for government social services clients, through a combination of face-to-face.
• Used the IBM Partner World program to help expand the community of partners for the Cúram product and to provide easily accessible sales, marketing and training collateral to same.
• Managed and tracked partner certifications for IBM products and devised programs to encourage certification.

Dublin, Ireland

• Led team of proposal managers and writers responsible for analysing and responding to 30+ RFIs and RFPs per year, for deals in the region of $10M-$100M.
• Oversaw standardisation and refresh of reusable bid/proposal materials, including functional and technical narratives, case studies and customer references.
• Established methodology for working with SMEs from sales, services, support, legal and marketing as needed for each pursuit.

Dublin, Ireland

• Part of a globally dispersed team focused on responding to large and complex RFIs, RFPs and other types of solicitations for government social services software, worldwide.
• Reviewed incoming RFIs, RFPs, RFTs to establish initial viability/suitability for a Cúram product-based proposal. Conducted associated go/no go review meetings with key stakeholders.
• Chaired RFx response kick-off meetings with pursuit team and agreed preliminary section/item assignments; set up response workspace/repository; managed master response documents.
• Organised various levels of RFx response review according to available time frame, resources, solicitation type and scope.
• Submitted online response where feasible and/or managed production and shipping of hard copies, where mandated by prospect.

Msc (Agr)

Msc Internet Systems

Bsc