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Role vocabulary

ATS resume keywords for Presales, Solutioning and Bid Management

These are the 28 terms our scorer checks a Presales, Solutioning and Bid Management resume against. It is the same list the free check uses, published in full.

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The vocabulary

Coverage is 25 of the 100 points. Sixty percent of this list is full marks, so you do not need all of it, and stuffing every term in is penalised separately.

  • presales
  • rfp
  • rfi
  • proposal
  • bid management
  • solutioning
  • solution architecture
  • demo
  • proof of concept
  • poc
  • effort estimation
  • pricing
  • commercials
  • sow
  • statement of work
  • win rate
  • deal
  • pursuit
  • client presentation
  • orals
  • competitive analysis
  • partner
  • oem
  • capability deck
  • case study
  • collateral
  • bid defence
  • go no go

The eight questions for Presales, Solutioning and Bid Management

The guided builder asks these, in this order, and turns each answer into a line on the page. Nothing is written that you did not type.

  1. 1.What is the total value of bids or proposals you have worked on in a year?
  2. 2.What is your win rate, and how many pursuits did it come from?
  3. 3.What is the largest deal you have helped close?
  4. 4.How many RFPs, RFIs or proposals do you respond to in a quarter?
  5. 5.How many demos, workshops or client presentations do you run in a month?
  6. 6.Which products, platforms or solution areas do you sell and demonstrate?
  7. 7.How many sales, delivery and partner people do you coordinate on a bid?
  8. 8.What tool or template have you built that shortened response time, and by how much?
Answer them and see your score before paying

Words are the easy half

A resume can carry every term above and still be rejected, because coverage says what you know and nothing about what you delivered. The heaviest category on the rubric is evidence: how many of your bullets carry an actual figure.

Seven in ten is full marks. Most resumes we see manage two.

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