Deal Architect / Commercial Manager

Confidential Company  •  Burlingame, CA

8 - 10 years experience  •  IT Consulting/Services

Posted on 09/23/17 by Emily Russo
Confidential Company
Burlingame, CA
8 - 10 years experience
IT Consulting/Services
Posted on 09/23/17 Emily Russo

Job Title: Deal Architect/Commercial Manager - Direct Hire / Full Time / Perm

Job Location: Burlingame, CA

Job Type: Full Time / Perm / Direct Hire + Benefits

“US citizens and those authorized to work in the US are encouraged to apply. We are unable to sponsor H1b candidates at this time.”

Job Description:

  • The Deal Architect/Commercial Manager position will engage throughout the lifecycle of assigned opportunities.
  • This will include involvement during sales and in-life processes and at both the strategic and operational levels.
  • The Deal Architect/Commercial Manager will be comfortable working in a cross functional manner across a number of business functions including Business Operations, Finance, Product Management, Legal & Contract Management, Marketing, Sales, Engineering, Pricing and Bid Management etc.

Deal Architect/Commercial Management Responsibilities:

  • Commercial lead for complex sales opportunities.
  • Working with account manager, sales engineer and bid team to develop the opportunity commercial strategy and deal shape.
  • Customer facing to assess customer commercial/contractual requirements and the commercial flexibility required to win the sales opportunity.
  • Manage internal processes and the stakeholder groups to develop complex deal commercial construct. Lead the communication and management of the business authorizations process.
  • Deal pricing and profitability responsibility - comprising of financial analysis, including cash flow modelling, profit/loss, Capex/Opex analysis, etc. (where required and in conjunction with Finance).
  • Ensure all stakeholder organizations have approved offers provided to customers and any negotiated terms of contract.
  • The CDA must develop a good working knowledge of customer needs combined with strong market and product knowledge to be able to influence and shape the development of the commercial constructs.
  • Single point of contact with internal departments (e.g. Sales, Engineering, Legal, Product, Finance), including any internal business case creation/submission, required to produce finished bid/RFP responses and subsequent contractual documentation.
  • Contribution to pricing tools owned by Commercial teams (inc. Excel development).
  • Coordinate the planning and deployment of the contract negotiation process.
  • Act as a communications channel between the business and the customer (where required) to aid effective contract negotiations.
  • Attend contract negotiation meetings (internal and customer, where required) to facilitate effective closure of planned activities.


  • At least 7 years in an equivalent Commercial Management/Deal Architect or similar role.
  • The ability to define, articulate and negotiate within the context of internal and/or customer business strategy.
  • To understand complex commercial matters, such as restrictive trade practices, contractlaw, copyright laws and compliance requirements.
  • Working knowledge of Enterprise-based international telecoms products (ideally both networks and managed services); familiarity with managed hosting, cloud computing, telepresence, enterprise voice.
  • Must be capable of/comfortable with direct interaction with customers.
  • Advanced Excel usage, excellent communication (written and oral) in English.
  • An understanding of bid management tools and techniques, and how to lead virtual teams efficiently through complex bid processes.
  • Excellent written and verbal communication skills
  • Good interpersonal & team skills and proven leadership skills


  • Bachelor’s Degree in related field e.g. Finance, Telecommunications, Business Administration
  • MBA, preferred

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