Description
Location: LondonDay Rate: £ 540
Main Purpose of this Role:
Responsible for ensuring that risks and commercial best practices are taken into account throughout the sales cycle and applied to service delivery. The three key areas of responsibility are:
1) Pre-sales shaping
2) Negotiation with the client
3) Contract compliance and optimization
In particular, the Commercial and Contract Manager:
* Is instrumental in developing appropriate commercial solutions for the Account, aiming at increasing revenue/margin or reducing costs, whilst:
o considering issues related to Sales, Delivery, Legal, Finance and Risk
o leveraging offshore capabilities
o maximizing the use of tools
* Takes the lead on/strongly supports deal shaping and negotiation strategy including ongoing status monitoring as the negotiation progresses
* Ensures that Services requirements are addressed appropriately to achieve Group approval of deals
* Aims at becoming the single point of contact (both internally and for the client) for all contractual matters related to the assigned account(s)
* Provides commercial handover from pre-sale to post-sale teams, as well as guidance and training
* Helps resolve disagreements and disputes to avoid escalation and where required, manages litigation actions
* In post signature:
- ensures the delivery team understands the contractual obligations and provides advice and guidance to the team on all matters relating to the contract
- ensures that contractual obligations are fulfilled such that revenue and margin are maximized and that costs are reduced
- participates in service reviews
- re-negotiates extensions and changes to the contract
* Generally, develops strong relationships internally and with the Client, and contributes to developing the CCM function and best practices within Capgemini.
Essential :
* Minimum 8 years' experience (pre and post) as a Commercial and Contract Manager, including management of IT contracts for application services, implementation services and hosting services
* Can demonstrate detailed understanding of key legal and commercial principles and obligations found in IT contracts, especially as regards third party software and service level agreements
* Experience of vendor management and client facing negotiation at senior level
* Drafting skills and attention to detail
* Excellent communication skills and willing to build good and sustainable relationships with teams and clients
* Proactive and "on the ground'
* Strong numeracy and understanding of finances
* Crisis management
Qualification
* Master Degree in Law or a Diploma/MBA from a business school with a major/specialization in Law or equivalent work experience
* Certificate in Commercial and Contract Management from an accredited provider
Desirable
* Experience in dispute management will be of benefit
* Exposure to Finance industry