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The primary objective of the Deal Commercial Manager is to ensure that contracts and projects sold by Dimension Data result in sustainable profit for the organisation. They achieve this objective by collaborating with other Dimension Data stakeholders in the preparation, tracking and general management of the commercial aspects and financial strategy of client contracts.
This employee deals with large outsourced opportunities and is an expert in IT contract negotiations. They manage the commercial and financial elements of the deal to enable an effective operation and achievement of targets for revenue, profit, and business growth.
Working at NTT
Deal Commercial Managers take the responsibility for preparing the commercial parts of sales proposals for submission to both existing and potential outsourced clients. They consolidate, analyse and review the pricing and costing of deals in a manner that will ensure maximum benefit and minimum risk for Dimension Data.
The Deal Commercial Manager will also work with the Business Development or Account Manager and collaborate with a variety of stakeholders to compile and build applicable financial models for specific client proposals. When these models are constructed, they leverage standardised pricing and cost models that reflect the services catalogue of Dimension Data. They provide input into the qualification of tenders and presales engagements.
These individuals demonstrate expert and complex contract negotiation and client engagement skills. Deal Commercial Managers ensure that client proposals and the final contract clearly incorporate the Dimension Data necessary terms and conditions for optimal commercial and financial engagements. Where the various business units of Dimension Data provide hardware into a bid or opportunity, standard terms and conditions in the form of a master service agreement may be part of such negotiation. At times, where clients provide their own contract with terms and conditions these are negotiated by the Deal Commercial Manager during the applicable period within the bid phase.
The Deal Commercial Manager advises on, identifies and mitigates risk in relation to the following elements:
- The overall commercial viability of the opportunity
- The risk of providing specific service level commitments
- Any subcontractors and/or deal partners
Deal Commercial Managers take responsibility for owning the whole deal through collaboration with various stakeholders.
Individuals in this role ensure that there is no ambiguity in respect of support and maintenance for any vendor supplied product or service. They are involved in pre-sales process, negotiating vendor pricing and terms and conditions, mitigating risk and exposure in respect of these third parties. The Deal Commercial Manager’s responsibility in relation to vendor warranties is to ensure that these are considered and co-ordinated in the construction of deals and that the rest of the business is aware of these issues as necessary.
Deal Commercial Managers perform detailed commercial contractual and financial analysis on existing clients and complex sales opportunities. They evaluate whether opportunities are and continue to be commercially viable. They evaluate and contribute to the financial strategy of deals, including performing a competitor analysis if the information is available to ensure the best offering. They ensure where required that commercial contract amendments are managed properly throughout the business, e.g. annual inflationary increases, any upsells, etc.
They demonstrate well developed attention to detail and have a good level of business acumen. Deal Commercial Managers are analytically minded, highly numerate and display high levels of integrity. They have good lateral thinking ability and are able to work under pressure without compromising the quality and accuracy of their work. As corporate citizens, their ability to communicate effectively and to work well with the teams, will contribute to their success. They are expert negotiators and demonstrate a good understanding of deal construction within an IT outsource environment.
Required Work Experience:
At least 8 years’ experience in a similar role dealing with large outsourcing contracts
What will make you a good fit for the role?
Standard career level descriptor for job level:
- Have wide-ranging experience
- Uses professional concepts and company objectives to solve complex issues in creative ways
- Networks with others outside own area of expertise
- Exercises judgment in selecting methods, techniques and evaluation criteria to obtain results
- May coordinate others’ activities
- Typically requires significant related experience with a Bachelor’s or equivalent degree
Join our growing global team and accelerate your career with us. Apply today.
Equal opportunity employer
NTT is proud to be an equal opportunity employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, color, sex, religion, national origin, disability, pregnancy, marital status, sexual orientation, gender reassignment, veteran status, or other protected category.