Senior Manager - Commercial Specialist

World Wide Technology; London; On-site; GBP 60,000 - 85,000; Full time

Job summary

A leading company in IT Services seeks a Strategic Commercial Specialist to drive profitability for the GSP International division. The role involves collaborating with account teams, managing contracts, and participating in high-level negotiations to ensure alignment with corporate goals. Ideal candidates will possess 5+ years of related experience and a relevant degree.

Qualifications

• Minimum 5 years' progressive experience in a related field.
• Procurement or Supply Chain experience, especially IT/Telco.
• Experience in contract management and negotiation.

Responsibilities

• Support Client Account Teams in commercial discussions.
• Manage financial performance and budgets for accounts.
• Negotiate settlements and manage client disputes.

Skills

Commercial Acumen

Negotiation

Problem Solving

Education

Bachelor’s Degree in Arts/Sciences (BA/BS)

Job description

3 days ago Be among the first 25 applicants

Job Summary

The role of the Strategic Commercial Specialist for the GSP International division within World Wide Technology is pivotal to the growth and the profitability of our organisation. In this role you will work to represent the requirements of GSP International and ensure comprehensive alignment with WWT's long-term corporate goals.

Job Summary

The role of the Strategic Commercial Specialist for the GSP International division within World Wide Technology is pivotal to the growth and the profitability of our organisation. In this role you will work to represent the requirements of GSP International and ensure comprehensive alignment with WWT's long-term corporate goals.

You will work in close and full alignment with the existing Client Account Teams and with new business development teams to help to commercially shape large deals.

The Strategic Commercial Specialist will:

• Support the existing business Global Account Directors and account teams in commercial discussions with clients
• Provide commercial guidance & support, to all Account Teams
• Provide commercial and financial innovation and leadership in support of the account strategy
• Actively participate in the planning and achievement of budgets; works closely with Finance Teams
• Ensures that deals are structured to give the best financial outcomes in line with company objectives and that minimum margins are achieved
• Support Global Client Directors in the management of the financial performance of the account P&L where required, including in driving and maximising GP and revenue, account profitability
• Work with the account teams to review any new business and improve contract profitability;
• Owns and perform contract management related activities specifically contract change control, contract conformance, compliance, contractual variations etc - all in alignment with Legal Teams
• Ensure that contract management methodologies are deployed within the Account Teams and that Account Teams understand and adhere to commercial guardrails
• Ensure effective risk and issue management within the Account Teams
• Provides Commercial support to the WWT pursuit management framework (PMF) and give guidance on cash flow, profitability etc
• Attend relevant Account Meetings as appropriate and as requested by Global Client Directors.
  
  

This job description describes the general nature and level of work required by the position. It is not intended to be an all-inclusive list of qualifications, skills, duties, responsibilities or working conditions of the job. The job description is subject to change with or without notice, and Management reserves the right to add, modify or remove any qualification or duty. Nothing in this job description changes the existing at-will employment relationship between the Company and the employee occupying the position.

Job Responsibilities

Collaborates continuously with all business units within GSP International (Account Teams, wider Sales Organisation, Business Development, Operations, Legal, Finance

Supports all Client Account Teams by:

• Understanding Client Strategic direction and underpinning contracts
• Working alongside the GSP International Global Client Directors to support in commercial conversations/issues/disputes
• Provides Commercial direction in shaping new deals and in closing and contracting new logo wins (with Legal Team)
• Owns any required contractual change (with Legal Team)
• Negotiates settlements and manages any disputes (Clients and Partners)
• Reviews any required new partner (OEM) Terms and provides expert guidance and input (with Partner Alliances and Legal Teams)
  
  

Understands and communicates overall requirements & expectations of GSP International (KPI's, Metrics, Activities, etc.)

Understands and able to simply articulate complex deal structures

A strong negotiator with a track record of commercial mindedness, supply chain layers and structuring complex deals

Identify and monitor opportunities to ensure GSP International account teams are maximizing the potential of contracts

Owns the relationship with inter departmental legal and finance teams ensuring all required processes are followed

Executes alongside sales teams to assist in improving win rate, to deliver revenue and GP for WWT GSP International - challenges Partner commercials, drives down cost

Challenges current ‘ways of working’ innovates and continually seeks improvements

Participates in relevant executive and regional sales QBR’s, EBC’s and Account Planning sessions as required

Complies with pre-requisite Strategic partner training concerning their technologies through participation in both internal and external training.

Develops an understanding of our competitive market positioning and WWT's go-to-market strategy

Creates best practices and associated content and present concepts to peers in team meetings

Fosters team collaboration by posting and sharing relevant content in email and other team collaboration tools

Education

Education Level

Education Details

Req

Pref

And/Or

Bachelor’s Degree in Arts/Sciences (BA/BS)

Related Field

X

A combination of education, training and experience may be considered in lieu of a degree.

Experience

Work Experience

Req

Pref

A minimum of 5 years' progressive experience in a related field

X

Other Work Experience

Procurement or Supply Chain experience particularly IT/Telco related

Commercial Negotiation and dealmaking

Contract Management and drafting skills

Legal knowledge (not essential)

Knowledge, Skills, And Abilities

Local Skills and Competencies

• A highly developed sense of commercial and business acumen;
• Strong oral and written communication skills with the ability to influence;
• Highly numerate with business modelling skills;
• Professional and disciplined approach;
• Confident in internal and external interactions
• Strong organisational and prioritisation skills;
• Ability to manage demands appropriately;
• Collaborative in approach - is able to consider the client needs and the Atos business needs;
• Demonstrates creativity in problem solving;
• Understands the implications of decisions and actions on overall business profitability;
• Mature professional approach to building sound business relationships;
• Consistently demonstrates leadership and commitment;
• Experience of senior client engagement on contract and commercial issues;
• Dispute management experience;
• Experience in contract management.
  
  

,

Education

Education Level

Education Details

Req

Pref

And/Or

Bachelor’s Degree in Arts/Sciences (BA/BS)

Related Field

X

A combination of education, training and experience may be considered in lieu of a degree.

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  IT Services and IT Consulting

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