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Commercial Deal Architect

March 17, 2022

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Job summary

The Commercial Deal Architect is a highly visible role with a mission to develop and implement strategies and tactics that enable sales and operations teams to maximize profitability and achieve desired outcomes for our clients through compelling, market-based pricing and commercial propositions. This role drives key strategic and tactical decisions related to pricing and profitability for a given opportunity.

Working alongside the sales and solutions leads, the Deal Architect will be involved and support the teams in all aspects of the sales cycle from opportunity qualification to deal closure.

Primary responsibilities include:

  • Market Pricing Strategy and Execution: Support senior leadership in defining pricing approach to maximize profitable growth.
  • Deal Pricing Strategy and Execution: design and implement commercial strategies to enhance profitability, overseeing price positioning and client optics, deal shaping, deal qualification activities and financial structuring.
  • Competitive Positioning: build point of view about competitor pricing and capabilities, derive deal-specific price target based on differentiation, and work with stakeholders to achieve target.
  • Rate Card Strategy and Development: Rate Card design and development of rate cards for service offerings.
  • Portfolio Ownership: Develop the strategies and tactics to improve the overall pricing approach in partnership with senior leadership.
  • Vendor Rebate Leverage: Understand the associated vendor rebate programmes and ensure that the potential margin position is well understood and embedded in deals.

What you will do:

  • In collaboration with Finance, manage the pricing models for standard pricing approach (Product, Professional Services, Maintenance and Managed Services)
  • Manage the deal pricing process (Product and Services), to drive consistency and transparency and timely responses to sales enquiries
  • Understand the vendor discount and rebate programmes and leverage appropriately for deal opportunity pricing
  • Understand and support the business in utilising different pricing models (fixed, variable, consumption based) to be competitive and to differentiate in the market
  • Support the sales / pre-sales teams in pricing complex opportunities, utilising all levers available to reach the most competitive position.
  • Work with Product Management to embed new pricing models into our future Services portfolio (e.g. Managed Service consumption-based pricing models)

Track and report on utilisation of vendor discount and rebate programmes

Trustmarque is an award-winning IT partner that delivers IT solutions allowing our customers to work smarter and more effectively. We simplify business, through a flexible and cost-effective approach that empowers organisations and their people. Giving honest, simple, and independent advice we help our customers to navigate an increasingly complex world of IT – and that’s exactly what you’ll do too, if you join our talented team here.

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