Commercial Manager - (Bids)

Telefónica Tech (part of the Telefónica Group) is a leading NextGen Tech solutions provider with a highly diversified team of over 6,000 exceptionally skilled employees and +60 nationalities.

We serve more than 5.5m customers every day in over 175 countries, with a global ecosystem of market-leading partners. Global strategic hubs: Spain, Brazil, the UK, Germany.

The Telefónica Tech UK&I hub has an end- to-end portfolio of market leading services and develops integrated technology solutions to accelerate digital transformation through: Cloud, Data & AI (Adatis), Enterprise Applications (Incremental), Workplace Services and Cyber Security & Networking.

Values: Open, Trusted and Bold

Trusted Partners:

• Microsoft: Top 3 Service Providers, Azure Expert Status, Fastrack & Inner Circle Partner
• HPE: Platinum Partner – FY23 UK&I Solution Provider of the Year
• Palo Alto & Crowdstrike: part of our NextDefense Cyber Security Portfolio
• Fortinet: Elite VIP Program – one of only 2 in the UK
• AWS: Advanced Solution & Managed Service Provider Program

The Role:

Telefónica Tech is seeking a highly skilled and experienced Commercial Bid Lead with a strong finance background to join our Major Bid Team. The successful candidate will be responsible for creating and maintaining internal and external cost models for major bids and developing innovative pricing approaches to optimise our chances of winning.

You will have at least five years of experience in a commercial role, focused on bid finance in the IT sector, with proficiency in various pricing approaches such as PaaS, SaaS and IaaS for on-prem and cloud solutions.  In this role, you will collaborate with cross-functional teams, analyse market trends and competitive pricing, and provide financial analysis and support to the bid team, ensuring bid pricing proposals are winnable, deliverable, and profitable for the business.  As a key member of the Major Bid Team, you will have demonstrable experience developing innovative, optimised pricing approaches using techniques such as best-shoring, cash-flow forecasting, indexation and overall TCO analysis to help maximise our chances of winning bids.

The role will require working collaboratively with other members of the Sales community, spanning regions, sectors, and practices, as well as colleagues from different areas of the business, including delivery, legal, marketing and operations.

Key Responsibilities

• Lead the creation and maintenance of the bid cost models (internal and external), ensuring accuracy and competitiveness
• Develop innovative core and optional pricing strategies to improve our chances of winning bids
• Identify the risks, liabilities and commitments of contractual agreements; ensure these are clearly understood and that the business fully appreciates any potential impact.
• Structure and negotiate new business deals to gain the best commercial advantage.
• Define and develop the correlation between the contractual terms, the pricing structure and the solution.
• Assist in the creation of ROM pricing estimates
• Assist in the preparation of bid documents, including cost estimates and pricing proposals
• Collaborate with cross-functional teams, including sales, technical, finance and legal, to gather necessary information for bid preparation
• Analyse market trends and competitive pricing to inform pricing decisions
• Keep up-to-date with industry developments and emerging pricing models
• Provide financial analysis and support to the bid team
• Ensure bid pricing proposals are winnable, deliverable and profitable for the business.
• Undertake the necessary financial due diligence and present key summary financial information regarding bids concisely to allow internal governance approval before submission
• Support and lead the contract negotiations, including customer negotiations, supplier negotiations and relevant flow-downs as applicable
• Advise on strategic commercial implications resulting from legal and regulatory changes
• Define and oversee adherence to commercial policies and procedures
• Own and apply commercial scrutiny via governance gates

Skills and Experience

• Experienced commercial individual who has a track record in bidding for, negotiating and managing significant sales and supplier contracts
• Extensive commercial and contracts experience and demonstrable track record of owning and delivering pre and post-contract activity
• Experience in a commercial or finance role, with a strong understanding of financial principles and can analyse and interpret financial data
• Strong understanding of the bid process and ability to create and maintain internal and external cost models
• Excellent written and verbal communication skills to clearly and effectively convey information to various stakeholders, including clients, team members and management.
• Experience with various pricing approaches such as PaaS, SaaS, and IaaS for on-prem and cloud solutions
• Proficient at time management, able to manage personal time effectively, prioritising tasks to ensure that deadlines can be met
• Be detail-orientated and able to track and report on costs and other financial data accurately
• Have demonstrable experience working well as part of virtual teams, collaborating with team members and other stakeholders to achieve common goals
• Proficiency in Excel and other financial modelling tools
• Ability to work in a fast-paced and deadline-driven environment

We don’t believe hiring is a tick box exercise, so if you feel that you don’t match the job description 100%, but would still be a great fit for role, please get in touch.