Make an impact with NTT DATA
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Your day at NTT DATA
The Principal Commercial Architect is a highly skilled subject matter expert, responsible for taking the commercial lead for highly complex and/or strategic client engagements.
This role is responsible for positioning the commercial capabilities of the organization to clients, leading a commercial pursuit team and ensuring that client solutions are commercially optimized, innovative and profitable.
This role ensures the balance of risk and reward is reached through detailed financial analysis, considered risk management and clearly aligned interaction with the legal team.
This role may be required to give input into the development of the commercial strategy as it aligns to overall business objectives and may also be responsible for mentoring and coaching more junior members of the commercial team to support the overall competence development of the team.
Key Responsibilities:
- Provides recommendations and reviews the pricing and costing of deals to ensure maximum benefit and minimum risk to the organization and prepares the commercial parts of sales proposals for submission to clients.
- Builds and compiles pricing models for specific proposals and provides input into the development of standardized pricing models.
- Presents key pricing assumptions and risks for sign-off at relevant levels, in line with the authority matrix.
- Engages with and leverages off relationships between the organization and vendors and/or subcontractors and strategic alliances, including the Legal Team during the conception, construction, and review of client proposals, soliciting information, and escalating queries.
- Ensures that deal profitability is not eroded over time by calculating the long-term profit of deals, evaluating and concluding on foreign currency issues and the impacts of these both financially and contractually.
- Ensures deal profitability by investigating taxation, inflationary movements cost of living issues, etc.
- Provides support to relevant team by assisting with the maintenance of vendor warranties to ensure inclusion in the construction of deals.
- Analyses pricing impacts on cash flow for the client and take responsibility for building pricing profiles.
- Leads or participates in the negotiation of deals with clients by interpreting information and providing advice on the commercial viability of the opportunity.
- Mitigates risks in terms of the calculation and payment of penalties, contract termination, building agreements, limitation of liability, and non-solicitation for bids and/or deals and provides feedback to the key stakeholders regarding these.
- Manages commercial and contract risks associated with the client agreement to protect organization's profitability and legal exposure.
- Prepares contract and financial budgets, reports and summaries, as require, including profitability and cashflow analysis.
- Addresses commercial/contract disputes and supports accurate and timely billing for services provided under the contract.
- Manages Claims and Changes from a contractual and financial point of view, including pricing calculations and other Commercial Architecture requirements.
- Provides mentoring and coaching to less experience members of the commercial team to support the overall competence development of the team.
Knowledge and Attributes:
- Broad understanding of the local operating, commercial and general business conditions.
- Advanced expert negotiation skills with lateral thinking ability.
- Excellent attention to detail and organizational skills.
- Broad business and commercial acumen coupled with an analytical mind.
- Ability to work under pressure without compromising quality and accuracy.
- Broad team skills, particularly engaging with the team to continuously develop own expertise.
- Broad communication skills, especially related to facilitation, documentation, and reporting.
- Solid Microsoft Office skills (Excel/Word/PowerPoint).
- Highly numerate and display high levels of integrity.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in Business Administration or Finance or a related field.
Languages:
- English: Mandatory.
- French: Mandatory.
- Dutch: Nice to have.
Required experience:
- Extended experience working within a Commercial or similar role, preferably within a global IT services organization.
- Extended experience in deal support, contract or legal administration, or operations.
- Extended experience working with pricing assumptions and developing pricing models.
- Extended deal structuring, pricing review and negotiation experience.
- Extended experience working with vendors and/or suppliers.
- Extended experience in an accounting type role.
- Extended experience with contract reviews.
- Extended experience interacting with multiple layers of management and peers.
- Familiarity with operations, order processing, fulfilment, revenue recognition, legal contracts, purchase orders, license agreements.
- Extended experience with relevant sales systems such as Salesforce.
Workplace type:
Hybrid Working
About NTT DATA
NTT DATA is a $30+ billion business and technology services leader, serving 75% of the Fortune
Global 100. We are committed to accelerating client success and positively impacting society through
responsible innovation. We are one of the world’s leading AI and digital infrastructure providers, with
unmatched capabilities in enterprise-scale AI, cloud, security, connectivity, data centers and
application services. Our consulting and industry solutions help organizations and society move
confidently and sustainably into the digital future. As a Global Top Employer, we have experts in more
than 70 countries. We also offer clients access to a robust ecosystem of innovation centers as well as
established and start-up partners. NTT DATA is part of NTT Group, which invests over $3 billion each
year in R&D.
Equal Opportunity Employer
NTT DATA is proud to be an Equal Opportunity Employer with a global culture that embraces diversity. We are committed to providing an environment free of unfair discrimination and harassment. We do not discriminate based on age, race, colour, gender, sexual orientation, religion, nationality, disability, pregnancy, marital status, veteran status, or any other protected category. Join our growing global team and accelerate your career with us. Apply today.
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