Senior Manager Tenders and Proposals - Government Solutions (m/f/d)

Permanent employee, Full-time · Munich

The Mission

To further develop our Government Solutions Department we are looking for a

Senior Manager Tenders and Proposals.

In this role you will be responsible for leading and managing the full lifecycle of proposal development for large public tenders and involving detailed analysis of Requests for Quotations (RfQs), bid strategy formulation, stakeholder coordination, and the creation of high-quality, competitive proposals. You will have a great opportunity to bring your extensive experience in handling complex, high-value public sector bids and ensuring compliance with regulatory and contractual requirements.

About us

Global, diverse, engaged.

We are a global leader in providing innovative SaaS solutions, empowering organizations to tackle wildfires, natural disasters, and climate challenges with confidence. Through cutting-edge satellite technology, advanced analytics, and real-time insights, we help decision-makers protect critical resources, minimize risks, and enhance resilience. From early wildfire detection and predictive fire modeling to post-fire assessments, our solutions provide the intelligence needed to respond swiftly and effectively. Committed to innovation and sustainability, we strive to create a safer, more resilient world for future generations.

over 40 nationalities
80+ scientific publications
over 180 employees across 5 continents
52 women in tech & management offices in Germany, the United States, Greece, & Canada

What you’ll be doing

RfQ Analysis & Strategy Development

Review and analyze RfQs, Requests for Proposals (RFPs), and tender documents to determine feasibility, risks, and compliance requirements.
Identify key bid requirements, evaluation criteria, and submission deadlines.
Develop bid/no-bid recommendations based on business priorities, competitive analysis, and risk assessment.
Formulate a winning strategy in collaboration with internal stakeholders, ensuring alignment with corporate objectives.

Proposal Development & Submission

Lead the end-to-end proposal development process, including content creation, document management, and quality control.
Collaborate with cross-functional teams (sales, finance, legal, technical, etc.) to gather inputs and ensure a cohesive, compelling proposal.
Ensure compliance with public procurement regulations, client requirements, and internal governance processes.
Manage proposal documentation, templates, and bid repositories for consistency and efficiency.

Pricing & Commercial Considerations

Work closely with finance and sales teams to develop competitive and profitable pricing models.
Assess financial and contractual risks associated with bids and propose mitigation strategies.
Ensure that cost estimates and pricing structures align with market trends and business objectives.

Stakeholder & Relationship Management

Coordinate internal and external stakeholders to secure approvals and endorsements for proposals.
Build and maintain relationships with key public sector clients, industry partners, and consortium members.
Manage interactions with legal and compliance teams to ensure contractual integrity.

Sales Processes & Best Practices

Develop and maintain regular reporting of pipeline of major opportunities.
Prepare bid summary documentation (bid-nobid, proposal reviews, contract summary) for internal approval process.
Develop and maintain relevant dashboards, integrating multiple pipelines, seamlessly interfacing with CRM system.
Continuously improve the sales & proposal development process, implementing best practices and lessons learned.
Develop and maintain a knowledge base of past proposals, customer insights, and competitive intelligence.
Train and mentor junior Proposal and Sales Team members.

Relevant Skills

Bachelor’s or Master’s degree in Business, Engineering, Public Administration, or a related field.
Minimum of 8-10 years of experience in bid management, proposal development, or tendering, preferably in public sector or government contracting.
Proven track record of winning and managing large-scale public tenders.
Deep understanding of public procurement laws, compliance requirements, and contract management for institutional customers.
Strong project management skills, with the ability to manage multiple bids under tight deadlines.
Excellent written and verbal communication skills, with a focus on persuasive and structured proposal writing.
Fluency in English and German with experience in drafting proposals in both languages, with Spanish being an additional asset.
Proficiency in proposal management tools, CRM software, and MS Office Suite.
Ability to work cross-functionally and engage with senior leadership.
Experience applying the Shipley sales process or other similar frameworks.
Experience with public tendering entities in Europe and Germany, such as BAAINBw, ESA, DLR, CNES, DGA.
Having obtained a security clearance in a European Member state is considered an asset.

Our Benefits

At OroraTech, you can expect a down to earth, yet high-caliber work environment. You will become an integral part of the OroraTech satellite development - a talented, international, open-minded team that is highly motivated to create impact. OroraTech gives you the opportunity to grow on a professional and personal level. Be part of the solution to climate change.

Our Benefits include:

A responsible position with individual autonomy and design freedom.
Company pension scheme (bAV = Betriebliche Altersversorgung)
Company accident insurance for all employees (insurance for accidents during work and leisure time around the world 24/7)
Flexible working hours and home office option (including working from other countries within the EU)
Corporate health benefit via discounted EGYM Wellpass subscription
Corporate mobility benefit via supplementary payment for the DB Deutschland Ticket
Discount on lunch meals
Corporate bike leasing program via JobRad
Modern office in Neue Balan with a wonderful pool and campus area

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Your application!

We appreciate your interest in OroraTech. Please fill in the following short form. Should you have any difficulties in uploading your files, please contact us by mail at apply@ororatech.com.