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Proposal Manager

Contrast Security

Contrast Security

Sales & Business Development
United States · Remote
Posted on Thursday, September 14, 2023
Contrast Security is the world’s leading provider of security technology that enables software applications to protect themselves against cyberattacks, heralding the new era of self-protecting software. Contrast's patented deep security instrumentation is the breakthrough technology that enables highly accurate assessment and always-on protection of an entire application portfolio without disruptive scanning or expensive security experts. Only Contrast has sensors that work actively inside applications to uncover vulnerabilities, prevent data breaches, and secure the entire enterprise from development to operations to production.
About The Position
Contrast Security seeks a detail-oriented and experienced Proposal Manager to join our dynamic team, reporting directly to the VP of Sales Operations. As the Proposal Manager at Contrast Security, you will oversee the end-to-end proposal development process, vendor/ risk assessments, and questionnaires. Ensuring the creation of persuasive proposals to deliver a complete, technically accurate response to our prospects and customers. You will collaborate closely with cross-functional teams, including sales, engineering, product, privacy, security, GRC, and legal, to craft compelling proposals that address client needs and position Contrast Security as a leader in the application security industry.
The Proposal Manager will be a growth-minded person who can apply proposal best practices while being flexible enough to move quickly and make sound decisions. You must have an ownership mindset with an eye toward producing high-quality, tailored proposal content that meets our customers where they are. The Proposal Manager operates in a hybrid role, leveraging their strengths in RFP/proposal management and coordination as well as content development and strategy. The Proposal Manager is responsible for all aspects of the proposal delivery process, including RFP/RFI analysis, kick-off, initial response, refinement, follow-up, and final proposal submission.
Our ideal candidate will have a blend of excellent business writing and project management skills, comfort in SaaS Application Security, and the ability to understand the complexity of our market and customer needs. A successful candidate will be excited to help create winning proposals and responses and pitch in on any task, big or small, to support and promote our business.


  • This is an individual contributor position, and the Proposal Manager must be flexible to work on many different efforts with varying levels of responsibility and influence without authority
  • Proposal Development:
  • Lead the development of high-quality proposals by reviewing RFP/RFI documents, gathering relevant information, and collaborating with subject matter experts to create tailored and impactful proposals.
  • Partner, where necessary, with SMEs to extract highly technical information and convert it into effective proposal content per solicitation requirements
  • Partner with other team members, such as alliance or partnership members, to ensure they deliver content when needed
  • Project Management:
  • Develop and manage proposal project plans, timelines, and deliverables while ensuring alignment with sales strategies and adherence to RFP submission deadlines
  • Collect, edit, and review proposal materials to ensure compliance with all RFP terms and conditions
  • Manage the production and delivery of the final proposal (adhere to all formatting directives, production, and publication guidelines)
  • Content Creation:
  • Work closely with technical and product teams to create and update proposal content, ensuring accuracy, consistency, and alignment with Contrast Security's messaging and branding guidelines to ensure the Contrast responses are thorough and documented under best practice standards that align with the RFP requirements
  • Document and maintain contract compliance for RFP eligibility
  • Message Tailoring:
  • Align on strategy and craft proposal narratives that effectively address client pain points and demonstrate how Contrast Security's application security solutions uniquely meet their requirements
  • Competitive Analysis:
  • Research and analyze competitors' offerings and strategies to differentiate Contrast Security's proposals and position our solutions as the superior choice
  • Collaboration:
  • Collaborate closely with sales, engineering, and marketing teams to gather information and insights for proposal content, ensuring a well-rounded and compelling proposal
  • Content Management:
  • Maintain a central repository of proposal content, including templates, case studies, technical specifications, and customer success stories, facilitating easy access for proposal development
  • Quality Control:
  • Review proposal drafts rigorously to ensure accuracy, coherence, and compliance with proposal requirements before the final submission
  • Process Improvement:
  • Continuously identify opportunities to enhance proposal processes, templates, and content, contributing to developing best practices in proposal management
  • Stakeholder Communication:
  • Facilitate clear and regular communication with internal stakeholders to provide updates on proposal status, address inquiries, and align proposal strategies
  • Document Win/Loss case data for overall business and product evaluation cycles
  • Lead proposals end-to-end with little direct oversight – making sound decisions and pushing business leaders to adhere to best practices


  • Must have a BS/BA in a relevant degree field from an accredited institution
  • Minimum of 7+ years of experience in RFP management, preferably within the DevSecOps or software development industry
  • Strong understanding of application security concepts, terminology, and industry trends
  • Ability to understand the breadth of our product line and the technical ability to drill into details on owned areas (a strong aptitude to learn our products and our controls/security strengths to become our knowledge base)
  • A strategic mindset with the ability to understand buyers' most critical business issues
  • Proven track record of managing and delivering high-quality proposals on time
  • Must have the ability to quickly digest information and produce organized, clearly written content with minimal supervision
  • Familiarity with technical content and the capability to translate complex information into client-friendly language
  • Exceptional project management skills, with the ability to manage multiple projects concurrently
  • Ability to work in a high-paced work environment supporting multiple proposals simultaneously and meeting tight deadlines, including occasional extended hours, evenings/night hours, weekends, and holidays
  • Excellent written and verbal communication skills, coupled with an eye for detail
  • Proficiency in utilizing proposal management tools with a deep knowledge of Salesforce and Google Suite
  • Highly collaborative team player with the knowledge, intellect, and temperament to work effectively in a fast-paced, energetic, and complex environment
  • Highly organized and capable of working under pressure to meet tight deadlines
  • Customer service or sales experience in a fast-paced, SaaS growth environment is a plus
  • Entrepreneurial mindset to drive, refine, and grow the proposal function
  • Must be able to give clear, concise directions and organize large volumes of information
  • We are focused on building a diverse and inclusive workforce. We encourage you to apply if you’re excited about this role but do not meet 100% of the abovementioned qualifications.
What We Offer
Salary and Other Compensation
This position's standard base pay range is $120,000 - $180,000 annually. This position is also eligible for a VCP and equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider several factors: geography, skill set, experience, job scope, and current market data.
Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit, and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.
The salary, other compensation, and benefits information are accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law.
We are changing the world of software security. Do it with us.
We believe in what we do and are passionate about helping our customers secure their business.
If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.
Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.
By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR as a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”) will go into effect on January 1, 2020. Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.
Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.