Commercial Director, Global Deal Desk - Commercial Ops

GE Vernova • Hyderābād, Telangana, India • 4w ago

As the Global Deal Deak Commercial Director you will play a meaningful part in the energy transition, responsible for all aspects of contract management, while helping our commercial teams put together high quality proposals to maximize opportunities for winning deals. This role requires pre-qualification of opportunities, interaction with Sales & Services leadership, customers, channel partners, and other cross-functional business teams, and will be part of the Global Commercial Operations (CommOps) team.

Job Description

Responsible for managing complete lifecycle and development of deal execution process including on-time delivery of high-quality solutions & proposals aligned with customer outcomes and business profitability / risk profiles; this may include - but is not limited to - request for proposal reviews, bid planning, risk reviews, solution estimates & pricing, deal analytics / reviews, third party coordination & negotiations, technical architecture, documentation, and analysis of terms & conditions.
The proposals portfolio ranges from simple software flow deals for GE Vernova installed base of customers, to complex software proposals and large (multi-million $) turnkey opportunities possibly bid in consortium with partners.
Lead and drive the Global Deal Desk team of Commercial Managers to develop bid requirements related to technical, financial, and commercial inputs to support strategy development and risk management.
In coordination with the Sales teams based in the regions worldwide, manage customer specifications review, proposal development, contract development and negotiations, including complex software sales and service agreements.
Act as a liaison between the Sales Managers, Solution Consultants, Product Managers, Customer Solution Engineers (CSEs) & Services teams to identify common architectures, value pricing & related delivery estimates.
In coordination with the Sales teams based in the regions, participate in Customer negotiations from both functional/technical and commercial perspectives.
Review Customer Purchase Orders to Ensure Compliance with Approved Price Levels, Terms and Cycle commitments, to coordinate the Handover process to the Project Execution teams.
Work with Legal teams to maintain the development and continuous evolution of contract templates and framework agreements.
Work with Finance teams to maintain acceptable financial parameters during project execution (payment terms, cashflow, revenue collection…)
Use SalesForce.com as a CRM to manage proposal workflow & workload, develop pipeline forecasts, and monitor a set of KPIs related to the proposals generated by the Global COE Commercial team.
Lead communications at all organizational levels including leading deal reviews with senior and executive leadership.
Partner with the Global Process Excellence/Continuous Improvement team to work on a wide variety of solutions lifecycle processes & methodologies, using LEAN methodology and evangelizing the process improvement rollouts to others
Partner with the Regional Commercial Directors based in the regions to advance global processes, meeting customer requirements aligned to internal risk framework, ensuring standard work is leveraged for all the commercial team members.
Responsible to ensure that the workload is shared between the commercial teams based in the regions and the Global Deal Desk team and shared within the Global Deal Desk Commercial team (about 15 people).
Responsible for ensuring the technical requirements, commercial requirements, and overall proposal generation activities are completed and are within the deal creation process guidelines, and demonstrate accountability for functional, business, and broad company objectives.
Ensure compliance to all CommOps Policies, and adherence to all CommOps processes. Identify and recommend simplification of current processes, tools, and templates, while participating in the improvement process
Implement and drive consistent processes, tools, and methodologies.
Drive Order to Remittance (OTR) handover process to ensure proper control of contract flow-down requirements.
Conduct negotiations with customers and partners, when necessary, to appropriately resolve contractual issues to finalize deals.
Understand and support the implementation of order booking requirements.
Take personal responsibility for quality and accuracy of proposal response related to terms and conditions, commercial risk management, CSE - or Services- developed cost/scope/ risk/schedule; and for winning business with integrity and within the strategies set forth for the opportunity.
Maintain and follow-up a set of KPIs to monitor and measure the volume and quality of the proposals generated by the Global Deal Desk Commercial team

Required Qualifications:

This role requires significant experience (15+ years) in the Commercial Management space in a software company. Knowledge level is comparable to a Master's degree from an accredited university or college.

Desired characteristics:

Strong oral and written communication skills.
Strong interpersonal and leadership skills.
Ability to document, plan, market, and execute programs. Established project management skills
Experience recognizing business problems and developing solutions, business and finance acumen. Highly driven, independent individual with an execution focus and a strong sense of urgency in a rapidly changing environment
Ability to both execute directly and prioritize the work of a cross-functional team.
Ability to move seamlessly back and forth between strategy, planning and execution.
Demonstrated leadership skills and ability to lead and influence cross functionally toward execution of strategic initiatives and projects.
Exhibited capability to break down complex issues with the goal of mitigating/eliminating barriers.
High level of initiative, curiosity and potential to go beyond the described role as the team responsibilities evolve and mature.