Isg Category, Director Of Strategic Deal Management

Key Objectives of Position:

• Develop the framework and process for ESMB business cases for sales opportunities, this includes deal modelling and deal scenario generation to enable profitable decisions
• Work with various ISG functions to improve profitability of sales opportunities, including but not limited to configurations, scrutinizing and optimizing components and costs used in bids, evaluating excess and soon-to-be obsolete inventory, and tying out with GSC on supply status
• Influence and partner with key internal stakeholders across Sales, Finance, Product, and Supply Chain to improve pricing and drive profitability across the business.
• Analyze pricing data to produce insights and price recommendations to guide sales on cross/upsell and cost saving opportunities through cost structures/timeline

Day-To-Day Responsibilities:

• For significant or complex ISG deals, determine and guide on the profitability of the deals and advise sales/senior leadership on the impact to revenue and margin objectives if they were to proceed.
• Responsible for input, in collaboration with sales, business cases to secure deal funding for large and complex acquisition pursuits.
• Work closely with Product Marketing to ensure alignment around take to market models, configurations and price points.
• Work closely with Services Sales to ensure overall take to market solution (hardware and services) is market competitive.
• Identify opportunities for profit improvement via improving revenue or cost positioning through modelling and analysis of customer accounts.
• Build and maintain centralized catalog of deal details and actual profit recovery plans for use in future deal analysis and review and anticipate market changes.
• Provide regular updates to management on results of business improvement plans, including profit opportunities and strategies to provide further value for customers

Basic Qualifications:

• Bachelor's degree in Business Administration or relevant degree
• Experience with financial and pricing models
• 10+ years of experience in relevant industry

Preferred Qualifications:

• Highly developed excel skills and analytical skills.
• Ability to model complex financial deal scenarios.
• Sales and bid management experience
• Comfortable working with and resolving ambiguity and adapting to changing business needs.
• Ability to manage time and prioritize effectively.
• Ability to build rapport and work with teams locally and overseas with conflicting priorities.
• Team Involvement: · Must be a team player
• Identification of cost reduction opportunities
• Protection of margin leakage
• Demonstrated experience in pricing and deal structuring within a commercial environment
• 3+ years analytical experience within marketing, sales or finance area
• Pricing experience, especially with the use of PROS in a commercial environment.
• Qualifications: Tertiary Qualifications in Finance or a related field
• Desirable characteristics: Dynamic problem solver, naturally curious, enthusiastic, self-starter and attention to detail