Deal Architect / Commercial Manager

Confidential Company  •  Santa Clara, CA

5 - 7 years experience  •  Technology

Salary depends on experience
Posted on 07/07/18 by Emily Russo
Confidential Company
Santa Clara, CA
5 - 7 years experience
Technology
Salary depends on experience
Posted on 07/07/18 Emily Russo

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

Job Location: Santa Clara, 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 Commercial Deal Architect will engage throughout the lifecycle of assigned opportunities. 
  • This will includes during sales and in-life processes and at both the strategic and operational levels.  
  • The candidate should be comfortable working in a cross functional manner across a number of business functions including Sales Operations, Finance, Product Management, Legal & Contract Management, Marketing, Sales, Engineering, Pricing and Bid Management etc.

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 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.

Skill/Experience:

  • Working knowledge of Enterprise-based international telecoms products e.g. data services (network and managed services); familiarity with Unified communications and collaboration(UCC) services, Managed Hosting, Cloud Computing, Video Conferencing, and Global SIP.
  • Advanced Excel usage and MS office suite of products.
  • Understanding of financial terms & ability to create Margin statements on complex opportunities with requiredfinancial analysis. 
  • An understanding of bid management tools and techniques, and how to lead virtual teams efficiently through complex bid processes.
  • The ability to define, articulate and negotiate within the context of internal and/or customer business strategy. To understand complex commercial matters, such as contract law, copyright laws and compliance requirements & commercial evaluation of non-standard SLA requirements
  • Excellent written and verbal communication skills
  • Good interpersonal & team skills and proven leadership skills
  • Candidate is expected to have 4-7 years of experience with 1-3 years of work in an equivalent Commercial Management or similar role

Education:

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

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