Hazel Kenady Email & Phone Number

Reston, Va, Us

• Lead the capture management process for high-priority competitive pursuits, partnering with sales and proposal teams to develop winning strategies that align with customer goals and corporate growth objectives. Oversee the creation of compelling win themes and ghosting statements, leveraging deep industry knowledge to outmaneuver competitors.• Conduct in-depth competitor analyses to identify strategic opportunities, refining capture strategies to boost win probability and align with broader organizational objectives. Provide actionable insights that directly influenced pursuit decisions.• Drive cross-functional collaboration to integrate key customer insights into capture plans, ensuring that proposals effectively resonate with decision-makers by addressing their specific needs, challenges, and benefits.

Reston, Va, Us

Returned to an individual contributor to support the team:• Spearheaded the integration of AI technologies into the proposal process, enhancing strategic positioning and competitive differentiation.• Modernized proposal strategies, focusing on impactful activities, including customer quotes, case studies, and testimonials, contributing to improved customer engagement and loyalty.• Developed and led training sessions on advanced proposal techniques, emphasizing Ellucian’s strengths and subtly countering competitors, showcasing an innovative approach to customer communication.

Montreal, Quebec, Ca

Established the proposal function. Led the proposal team and strategically positioned Paper in competitive RFPs. I collaborated across departments including senior leadership, strengthen proposal content, and counsel partnership managers on the proposal process.I also supported sales with proactive/sale proposals; product, technology, and security teams in completing technical and security questionnaires, and answering the more in-depth cloud/SaaS and product functionality questions in RFPs.Averaging a 64% win rate, exceeding the 33% proposal industry average.

Montreal, Quebec, Ca

I implemented OMBUD, a proposal collaboration platform, created initial proposal processes, and established a proposal team. This helps Paper successfully navigate the RFP process, position us against competitors, and deliver high dosage tutoring to more K-12 students. I also responded to RFPs while building this foundation. After achieving this, I shifted to setting up proactive proposals supporting sole source opportunities and continually refine our pursuit approach.

Reston, Va, Us

Similar work to the Team Lead position with emphasis on strategy and bid management. My role is to grow my team, remove barriers, and help them achieve success as they define it for themselves. I empower my team to make decisions, build relationships, and collaborate with people inside and outside the team. Together, we challenge each other to improve our strategic thinking, hone our proposal skills, and strive to get a little better each day.I manage Salesforce reports for the team and provide information on win/loss, progression, blind vs. influenced RFPs, RFPs by solution, etc. These metrics are presented in quarterly all-hands and board meetings.Process improvements I've implemented include a bid/no-bid evaluation matrix and proposal SLA.

Reston, Va, Us

I lead/manage a team of proposal specialists (coordinators) as they work through competitive bids (RFP, RFI, RFQ, etc.) and collaborate with the field team on how best to position Ellucian and our solutions. I oversee their workload, provide coaching and guidance, participate in reviews, and help qualify RFx opportunities. Additionally, I provide surge support when needed and help sales with alternative bids as needed.

Reston, Va, Us

Similar work to the Senior Proposal Development Specialist position with the ability to fill any role needed including owning a proposal from intake and helping set strategy, strategy and compliance review, and through finalization and submission. In addition to developing and managing proposals:• Help maintain various aspects of the proposal content repository (Qvidian)• Develop training artifacts including documentation and screen recordings• Research and share tips, tricks, and best practices with the team• Create and maintain an icon library for the proposal team and custom iconography for high touch, strategic proposals• Actively contribute to refining our proposal process through lessons learned, feedback, and new ideas

Reston, Va, Us

Similar work to the Senior Proposal Analyst position with emphasis on the development portion. This includes taking over the proposal process after strategy discussion, working with opportunity owners on strategic responses, and guiding the proposal through to finalization and submission.• Create and manage proactive proposals for the inside sales and technology management teams.• Manage proposal content for the Technology Management business unit, including content related to academic, grants, and help desk services• Design document, RFX response, and proactive proposal templates for Ellucian’s Qvidian instanceo Resulted in proactive proposals generated in minutes versus hours and complete responses finalized and ready for printing in just a couple of hours versus an entire day or more• Develop a repository of one-page sell sheets complete with value proposition/benefit statement for use in proactive proposals and alternative bids• Fill in for proposal strategy specialists when they are at capacity and serve dual roles from start to finish as necessary.• Serve as Ellucian Managed Services subject matter expert on RFXs• Top Performer Recognition for Proposal Management in 2017

Reston, Va, Us

• Coordinate and manage multiple proposal projects throughout the Request for Proposal (RFP) project life cycle by tracking deliverables, dates, and deadlines; maintaining consistent follow-up and communication; and ensuring successful project completion• Schedule and facilitate project strategy calls, kick-off, and status calls with all stakeholders throughout the sales proposal process• Coordinate all workflow between internal departments, including sales, professional services, technical subject matter experts, contracts, legal, deal desk, and human resources as well as third-party vendors/strategic partners• Edit and format content from subject matter experts to meet company quality standards• Help maintain the sales operation process through the use of Salesforce and development of tracking reportso Created a tab in Salesforce and worked with the internal IT team to deploy it. The purpose of the tab is to gather key proposal metrics such as proposed pricing, validity period, products proposed, key proposal dates, current status, etc. Tab is still in use today.• Work with the Contracts and Legal departments to adhere to all currently in place Master Agreements, facilitate Non-Disclosure Agreements with potential and current clients, and complete financial and government required forms• Standardize and streamline the proposal writing process in order to ensure brand consistency and expedite RFX response times• Customize and create proposal language database and maintain boilerplate proposal documents using Qvidian Proposal Automation software.• Help to create repeatable/reusable templates used primarily for first time contact with clients• First line review of incoming RFXs to determine bid/no bid. • Developed a highly customized, well-received proposal template for the high-profile proposals.o Use Photoshop, Illustrator, and Acrobat to create these client-centric proposals• Utilize SharePoint and Box for project and document management

• Work with clients on developing the right strategy for their website including content, features, and navigation. This included working with the client with competitive analysis of other websites in their industry and target market• Build out websites from scratch using HTML, CSS, and PHP or powered by a content management system like WordPress• Provide website administration including domain registration, establishing hosting service, setting up web mail and SMTP on clients preferred desktop email application, sandboxing/testing web site upgrades and applying them, creating regular backups, updating site content, and web analytics

Wayne, Pa, Us

• Similar duties to Desktop Publisher/Sales Support with additional responsibility• Responsible for proposal responses to assigned RFPs, RFIs, and RFQs for both prospects and client renewals. These proposals were for bids for multi-year contracts worth several hundred thousand to several million dollars. I was instrumental in coordinating a number of successful proposals that resulted in key deals for the company• Coordinate with practice managers on custom responses and work with legal on forms and special terms needing their attention

Wayne, Pa, Us

• Similar duties to Administrative Assistant II role plus additional responsibility• Prepare pre- and post-assessment documents, findings and recommendations, mind maps, etc. • Manage all aspects of the RFX process from intake and kick off through finalization and submission• Maintain a thorough knowledge of current software and service solutions• Actively engage with the proposal response team to ensure that all aspects of the proposal offerings are captured• Act as a liaison between the Sales, Product Development, Services, and Legal teams as needed to move the proposal forward effectively

Us

• Support Account Executives in the sales process; i.e. presentation generation, general correspondence, marketing campaigns, mailings, collateral materials, references, etc. • Develop and assist in the preparation of Request for Proposals, Request for Information, and Request for Qualification

Bachelors, Int With Concentration In Web Development

Certificate, Web Development