Creating a negotiation strategy, providing guidance on a situational basis to the sales and delivery teams towards managing the negotiations, strategically, tactically and psychologically
Leading negotiation of deals (both with clients and suppliers) for large and mid-sized deals. Assist with negotiation of other deals.
Developing appropriate commercial solutions for the business taking account of issues/risk related to Sales, Delivery, Legal, Finance and Risk.
Ensuring requirements are addressed appropriately to achieve Group and Strategic Business Unit (SBU) approval of deals
Providing commercial handover from pre-sale to post-sale teams.
Re-negotiation of major contracts, such as extensions and major changes.
Delivery phase :
Responsible for the commercial relationship with the customer
Responsible for setting up the commercial parameters defined in the contract in the systems after the contract is won
Identifying and managing commercial risk, issues on the account
Excellent communication skills.
Strong numeracy and understanding of finances.
Thorough understanding of key commercial principles
Experience in dealing with senior client and supplier representatives (typically CxO).
Significant contract and deal negotiation experience in a pre-sales environment. Commercial leadership of the negotiation, shaping and winning of large Capabilities
Willingness to go to dwell into the details