The ROLE
The Lead of Commercial Finance and Pricing is a key leadership role responsible for finance business partnership with the Americas leadership team and works in partnership with Sales/Legal/Delivery in commercial negotiations, software pricing (including sizing/scoping), and services pricing (including sizing/scoping) within the Americas region. This position requires a strong commercial acumen of services and software business strategies, market dynamics, and pricing models to drive profitable growth through effective negotiation and pricing strategies.
As the Lead of Commercial Finance and Pricing, you will collaborate with senior leaders and cross-functional stakeholders to optimize revenue, profitability, and customer satisfaction through successful negotiations and competitive pricing strategies. You will play a critical role in shaping the company's commercial direction and driving the financial success of the organization.
This role has been designated as a remote position allowing qualified talent throughout the listed country to be considered for the opportunity. WHAT YOU WILL DO
Business Partnership & Rhythm of Business
- Work as a business partner across the Sales and Delivery Organization in the Americas, to optimize and meet key financial and operating metric targets
- Collaborate and partner with other stakeholders in Corporate and other regions with regards to Pricing, P&L, revenue recognition and sales related activities
- Ensure accuracy and completion and predictability of forecast submissions.
- Drive key liquidity actions including escalations of collections and billing.
Commercial Negotiations:
- Play a key part in complex negotiations with clients, vendors, and partners to secure favourable terms and agreements that align with the organization's goals and objectives.
- Develop negotiation strategies and tactics to maximize value while maintaining strong relationships with stakeholders.
- Conduct thorough research and analysis of market trends, competitor offerings, and customer needs to inform negotiation strategies and enhance the organization's competitive positioning.
- Collaborate with sales, delivery and legal teams to review and finalize contractual agreements, ensuring compliance with legal and regulatory requirements.
- Strong understanding of deal construct and ability to weigh in on resource plan optimization and managing working capital
Software and Services Pricing:
- Develop and implement pricing strategies for software products, services, and solutions, considering market demand, competitive landscape, and customer value.
- Collaborate with central finance teams on developing pre-set methodologies of rate card pricing and maintain variance partner rate card in the region ensuring profitability goals of the region
- Collaborate with product management, sales, and marketing teams to align pricing strategies with product positioning, market segmentation, and revenue targets.
- Monitor pricing performance and market trends, making data-driven recommendations for adjustments and improvements as needed.
Leadership:
Provide guidance and leadership to numerous communities in the Americas region to foster a collaborative and high-performance work environment.
WHAT IT TAKES
- Bachelor's degree in Business Administration, Finance, or a related field. MBA or equivalent preferred.
- Proven experience (8+ years) in commercial negotiations, pricing, or related roles, preferably in the software or technology industry.
- Strong understanding of pricing strategies, methodologies, and models.
- Excellent negotiation skills with a track record of successfully closing complex deals.
- Strategic mindset and ability to analyse market dynamics and customer behaviour to drive pricing decisions.
- Strong leadership and team management abilities, with experience leading a diverse team.
- Exceptional communication and interpersonal skills, with the ability to influence and collaborate with stakeholders at all levels.
- Analytical mindset with proficiency in data analysis and pricing tools/software.
- Knowledge of legal and regulatory frameworks related to commercial agreements and pricing is a plus.
- Note: This job description is a general outline of responsibilities and qualifications and is not exhaustive. The responsibilities and requirements of the role may evolve and change over time based on organizational needs.
Be fully aligned to our core values:
- Think Big - Be courageous and bold. Aspire to greatness. Relentlessly pursue market innovation. Set the standard by which others follow. Create solutions that have a meaningful impact. Solve the challenges our customers don't know they have.
- Be Curious - Be a lifelong learner. Seek out new ideas to serve customers. Understand our competition and the world. Be permanently dissatisfied with the status quo. Challenge preconceptions. Focus on the future rather than yesterday.
- Take Action - Be the first. Don't wait. Take accountability. Inspire others by doing. Fail fast and learn from mistakes. Make a difference every day.
- Stronger Together - Respect, trust and look out for each other. Celebrate diverse perspectives. Listen. Build connections and belonging. Act with integrity. Give back. One Syniti family.
WHAT WE OFFER
- Trust in your talent. At Syniti you will find a supportive environment and access to learning tools, but micromanagement is not our style.
- Growth. We are growing rapidly and steadily solving the biggest challenges enterprise companies are faced with today. There was never a better time to join and grow with us. Most importantly you will have the chance to shape our journey and share in our success story.
- Support. We all rely on each other and enable each other to be successful. You won't stand alone.
- Curiosity and genuine interest in you. We all have our different stories, all equally fascinating with each depicting a different journey and we want to hear them all.
- Recognition. We are the sum of individual achievements, and we always take the time to celebrate them.
- An open organisation. Titles don't define access at Syniti. We stay humble regardless of where we sit in the organisation. We want to hear every voice, listen to all the ideas and make sure everyone's work is seen and valued.
