Commercial Solutions Architect
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Job Description
Commercial Solutions and Pricing Architect managing complex bids, pricing, suppliers, and contracts. Supporting A&O IT Group’s global managed IT and cybersecurity services business.
Responsibilities:
- Work within the Solutions Department as the main interface between Sales and Operations
- Represent the brand and work with prospects, customers, and partners on service aspects of solution activities through successful deployment
- Proactively manage the complexities of large and major bids
- Drive and develop the formal bid communication process
- Coordinate virtual bid teams to help win sales opportunities
- Set and implement commercial and pricing strategies with Sales and Operations
- Maximize commercial advantage through sourcing strategies while minimizing commercial and contractual risks
- Quantify, track, and record savings
- Support contract negotiations and administration
- Contribute to complex bids by calculating resources, developing sparing models, confirming supplier costs, reviewing solution designs, and examining operational processes
- Identify, manage, and mitigate pricing risks
- Manage international trading issues, imports, and legal considerations
- Develop solution scope and objectives while ensuring commercial feasibility
- Attend customer meetings as required, from developing win themes through contracting
- Manage opportunity-related tasks from initial receipt through completion
- Ensure win themes are identified, consistent, appropriate, and articulated throughout response documentation
- Produce quality-assured bid and tender documentation
- Work with subject matter experts and manage virtual or direct-report resources
- Drive bidding processes from initial contact through contract signing using project management methodology
- Identify and communicate bid-specific win themes
- Manage bid team contributions and customer response requirements
- Manage development and quality of final bids and tenders
- Manage customer presentations and post-submission documentation
- Collaborate with business developers and account managers to clarify customer requirements
- Conduct win/loss reviews and report recommendations to senior management
- Ensure financial and commercial governance and approvals are documented
Requirements:
- Experience of influencing and negotiations
- Experience of delivering solutions in a matrix-managed team
- Proven experience in the IT Field Service industry, specifically hardware remedial services
- Understanding of Bid Management, Customer Account Management, Operational Management, Service Management, Supplier Management, Transition Management, and Project Management
- Previous experience in complex, multi-cultural, and matrix-managed organizations
- Strong supplier management and relationship-building ability
- Results-driven approach and ability to persist in the face of obstacles
- Strategic and visionary thinking
- Ability to drive execution and continuous improvement in supplier relationships
- Influencing and negotiating skills
- Sound working knowledge of Microsoft Office Suite
- Ability to delegate tasks, responsibilities, and authorities effectively
- Highly effective written and oral communication skills
- Ability to tailor approach to audience requirements
- Experience with IT outsourcing, desktop and hardware deployment, service transition, and global audits
- Experience in logistics, procurement, and stock management
- Hands-on management of solutions running simultaneously
- International experience delivering projects across multiple countries through multiple partners
- Consultative approach and relationship-building ability
- Strategic thinking and analytical ability
- Proven ability to manage external customer, supplier, and partner relationships
- Effective stakeholder management
- External market understanding and awareness of implications for the product set
- Ability to influence business processes without hierarchical authority
- Experience working in a complex matrix environment
- Understanding of technology underpinning the product set
- Broad understanding of technologies, market trends, and developments
- Willingness to undergo post-offer background verification in accordance with local country legislation
Benefits:
- Equal employment opportunity regardless of race, colour, religion, sex, sexual orientation, age, marital status, disability or gender identity
- Post-offer background verification in accordance with local country legislation
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