Title: Deal Desk Manager
Location: Matawan, NJ or Herndon, VA or Santa Clara, CA
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 several business
functions including Business Operations, Finance, Product Management, Legal & Contract Management, Marketing, Sales, Engineering, Pricing and Bid Management etc.
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.
Good Experience with 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, contract law, 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 would be great to have.
Must be capable of/comfortable with direct interaction with customers.
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
Please feel free to call at 732-993-6125