Job summary

Career Level:
Senior (5+ years of experience)
Education:
Bachelor's Degree
Job type:
Full time
Positions:
1
Salary:
Negotiable
Apply before:
20 Apr, 2018

Commercial Solutions Senior Consultant (Bidding, Pricing, Sales Analysis, Deal Making), US Cloud Infrastructure vendor, Asia Pac

Job Responsibilities

Based in Hong Kong. Focused on Sales Deal across Asia Pacific region

Our client is a leading US Cloud Infrastructure Service Solution vendor. All leading Dotcom, Online Gaming, Online Cloud Storage, E-Commerce and Social Network companies are leveraging the global inter-connected Data Center Infrastructure offered by this US Cloud vendor to provide their respective online service to their users (FMCG consumers, commercial and enterprise)

Description of Position:

The Commercial Solutions Senior Consultant plays a critical role in the Commercial Solutions Team in the global sales organization. The selected candidate is responsible for analyzing deals across key metrics to recommend pricing and deal structure, in close partnership with sales teams across Asia Pacific region.

He/she is expected to be able to understand critical success factors of the deals required support, manage various deal levers, and provide negotiation support when needed to help sales team to close deals.

He/she will also analyze pricing trends, terms and conditions and monitor sales pipeline and win-loss ratios to recommend strategies to senior leaders.

The successful candidate will possess a passion for problem solving and the ability to extract key findings from closed and on-going deal with a very strong focus on execution. Prior experience in management consulting, cloud business and good understanding of emerging cloud technologies and architectures are a big plus.

Responsibilities:

  • Recognize pricing and business T&Cs related trends for new and renewing customer deployments by market 
  • Provide win/loss analysis support and collects competitive pricing intelligence to management based on deal knowledge gained throughout the sales cycle
  • Support regional sales by assisting and consulting sales reps in the structuring of new and renewing deals while using the pricing thresholds, existing analysis tools, and rules of engagement to drive the appropriate approvals
  • Facilitate escalations to P&L, Country Managers, and other business stakeholders with support of team members
  • Manage, with leadership guidance, Term Sheet development for regional and global Deal Reviews, ensuring compilation of appropriate analysis, summary, and recommendations for speedy review and approvals
  • Develop viable commercial solutions for non-standard customer requests for Sales to solution and recommend global pricing approvals for new and renewing deals across multiple countries/regions
  • Provide approval support in AP region and for global deals approved by regional counterparts
  • Independently work with sales in negotiations through consultative discussions with sales and engagement of management for customer facing discussions
  • Support the sales process, specifically the deal parameters/effective pricing threshold understanding /pricing approval processes for complex deals
  • Support appropriate onboarding of sales reps related to pricing approvals and deal structuring
  • Plan and manage post-bid submission activities
  • Track and improve the quality of all large deals, while continuing to assist in recognition of trends and areas for streamlining and system improvements
  • With management support, provide rate cards, global pricing agreement recommendations, approvals, and support for rate cards for space and power, interconnection, and growth incentive plans
  • Update AP Sales Playbook and other sales tools provided by Commercial Solutions

 

 

 



Requirements

Based in Hong Kong

Potential candidate would be those who is used to work with sales team to deal with complex and sophisticated IT/Telecom Service and Solution Contract which may last for over 1 year.

  • Bachelor’s degree in business or IT and 3-5 years’ relevant work experience
  • Prior experience structuring large deals is a plus
  • Advantage to have knowledge in Cloud Infrastructure and Telecommunications industry (very desirable, not a must at this stage)
  • Analytical thinker and problem solver
  • Very strong financial analysis skills
  • Hands-on self-starter with excellent time management skills
  • Excellent communication and presentation skills in English, Mandarin an advantage
  • General knowledge of contracts and commercial terms
  • Excellent Microsoft Office and financial modelling skills
Potential candidates may also carry the following position titles in traditional IT and Telecom vendor
  • Contract Manager
  • Bid Manager
  • Pricing Manager
  • Sales Analyst / Business Analyst
  • Deal Maker

Job keywords/tags:  Bid , Bidding , Pricing , Deal Making , Sales Analysis , Cloud
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