Job summary

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

Senior Commercial Consultant, Asia Pacific - Based in Hong Kong (Bid Manager, Pricing Manager, Deal Maker, Contract Manager)

Job Responsibilities

Based in Hong Kong with focused on all Asia Pacific countries

Our client is a leading US Cloud vendor with also strong coverage across Asia Pacific region

Summary:

The Commercial Solutions Senior Consultant plays a critical role in the Commercial Solutions Team in the global sales organization. The position is responsible for analyzing deals across key metrics to recommend pricing and deal structure, in close partnership with sales teams across AP. 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, Telecom, Networking Service 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, provides 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
  • Support short-term ad hoc projects


Requirements

Based in Hong Kong

  • University Graduate or equivalent
  • Fluent in English and Mandarin
  • 3-5 years’ relevant work experience in Bidding, Pricing, Deal and Sales Contract Structuring
  • Prior experience in structuring large deals is a plus
  • Prior experience in Internet, Cloud or telecommunications service industry very desirable
  • Analytical thinker and problem solver
  • Very strong financial analysis skills
  • Hands-on self-starter with excellent time management skills
  • Excellent communication and presentation skills
  • General knowledge of contracts and commercial terms
  • Excellent Microsoft Office and financial modelling skills

Job keywords/tags:  Cloud , Pricing , Bidding , Bid , Contract
Developed by Figo Mago at www.tandolin.co.za