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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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