GCS Commercial Manager
hace 3 semanas
The GCS Commercial Manager is a sales enablement role that is responsible for driving good commercial practice within the regions that facilitates services growth of IFS through combining sales knowledge, commercial acumen and leadership.
A Commercial Manager will have a good understanding of our Services Portfolio and the value that these services deliver to our customers. They will proactively drive good commercial practice throughout IFS that improves both the compliance and commercial quality of business opportunities while at the same time enhancing the potential for a successful sale.
The Commercial Manager will take full responsibility for the deals assigned to them, which requires:
- Capable of leading and directing the commercial aspects of services sales cases, with hands-on commercial solutioning and decision-making
- Assist the sales teams to understand the value for our customers to enhance the messaging in during the sales cycle to positioning
- An in depth understanding of the IFS Commercial rules and play a key role in the regular review and updating of those rules
- Must solicit and incorporate feedback from all key internal and external stakeholders
- Assist with enablement of the sales teams to improve the overall commercial knowledge and quality of deals submitted
- Promote the positioning of standard GCS Portfolio Services in all sales scenarios and the best ways to achieve that
- Collaborate with the Vice President - Global Commercial Quality & Bid Management and the wider GCS organization to ensure that all commercial offerings are cohesive and support the lifecycle strategy that we are executing
- Provide an initial single point of contact for commercial queries any Services Sales
- Have an in-depth knowledge of all the tools and systems used in the sales process, including CRM, Contract Lifecycle Management (CLM), Deal Approvals (DAR), Service Estimators and Project Calculators. Assist with the maintenance and testing of the Service Estimators and Project Calculators commercial tools.
Overall Required Competence
GCS Commercial Managers are deep experts in their assigned fields operating at senior level or above within a customer value generating role. They must be able to demonstrate:
- Deep and practical knowledge of Services Sales
- Business context and a true understanding of customer value through the lifecycle
- Strategically minded and creative in the ways that the Commercials can enhance a sale while remaining compliant in all aspects including how we take service offerings to market
- Confidence and competence when working in a matrix organization, being able to deliver results independently as well as collaboratively
- A good understanding of the tools that IFS uses to calculate and estimate assignments such as projects, Success, Cloud Services and Maintenance.
- Quality and attention to detail
- Ability to assist with the drafting and/or reviewing of key commercial documents including contracts and proposals
- Experience of working with complex MS Excel spreadsheets including macros and other advanced features of Excel.
- Live the IFS Values
Qualifications
Essential:
- Relevant Customer facing and commercial experience in the enterprise software industry
- Experience selling services to customers
- Must have previous experience drafting contracts
- A good understanding of the delivery process
- The confidence to be able to represent IFS in sales scenarios with our customers
- MS Excel spreadsheets including macros and other advanced features of Excel.
Desirable:
- Bachelors degree or equivalent
- Industry qualifications
- Previous development experience
Additional Information
We believe that coming together as a community, in person, is important for innovation, connection and fostering a sense of belonging. Our roles have the right balance of remote and in-office working to enable flexibility for managing your life along with ensuring a real connection with your colleagues and the broader IFS community.
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