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Commercial and Contract Management

3 months ago

Sulphur Springs, Texas, United States Unisys Corporation Full time

What success looks like in this role:

Summary:

The primary responsibilities of the role are to lead the pre and post-sale commercial and risk management processes for global IT outsourcing. These are primarily new business engagements including deal structuring, contract structuring, contract negotiations, risk management and deal onboarding.

The Commercial Management Manager will work with and establish strong professional relationships with pursuit teams including Sales, Account Managers, Finance, Delivery, Human Resources, Legal, Solution Architects, Bid Financial Managers, and Procurement to:

  • Participate in the commercial and financial structuring of the deal
  • Document technical, delivery and commercial risks associated with the deal
  • Participate in the development of an integrated negotiation strategy
  • Develop contractual documents

Position Responsibilities:

  • This position will have the following responsibilities for all assigned deals:
  • Lead contract document(s) development;
  • Heavy participation in contract negotiation strategy development;
  • Lead and support contract negotiations;
  • Identify and document the commercial risks;
  • Support the integrated risk review of commercial, financial, technical and delivery risks;
  • Lead the alignment review of commercial agreement to deal financial model and technical solution;
  • Drive and work closely with the supporting functional personnel to complete the risk assessment and satisfy the organization that the risks are clearly identified with a mitigation strategy for each risk;
  • Lead contract onboarding of all assigned deals including complete handoff to ongoing contract manager and transition team to assure alignment of final deal terms to delivery implementation.

Additional responsibilities include:

  • Remain current with internal and competitive market "Best Practice" positions for commercial terms and ensure that these positions are evaluated and taken into account when negotiating contracts
  • Understand the key drivers of P & L and how negotiating key commercial terms effect revenue, profit, and cash flow
  • Participate in DRBs (Deal Review Boards) on all assigned deals

Worked with the proposal team to develop a response to customer Requests
for Proposal (RFP) for both state and local governments, education entities
(SLED), and commercial customers
* Negotiate terms and conditions on incoming sales contracts

*Remote Depending on Location - Hybrid if within 30 miles of Unisys Office*

You will be successful in this role if you have:

  • This role requires experience in the outsourcing services industry with a deep understanding of outsourcing contract structure and terms.
  • Minimum of 5 years of experience in commercial management or related function and 5+ years of experience in the Outsourcing services industry.
  • Experience in working with 3rd Party Advisors on large ITO transactions is preferred.
  • Strong client-facing and negotiations skills necessary, including the ability to interact with client executives.
  • BA/BS Degree; MBA is preferred

#LI-MT1

#ZMD

This role may require access to export-controlled commodities and technology. Therefore, to conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at or alternatively Toll Free: Prompt 4). US job seekers can find more information about Unisys' EEO commitment here.

Unisys is an Equal Opportunity Employer – Minorities/Females/ Veterans/Individuals with Disabilities/ Sexual Orientation/Gender Identity