Director - Commercial & Risk Management - Unisys - Philadelphia

Job description
The primary role of the North America Commercial & Risk Management Director is to lead the pre and post-sale commercial and risk management processes for global IT outsourcing new business engagements including deal structuring, contract structuring, contract negotiations, risk management and deal onboarding. The Commercial Director 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:

a) commercially and financially structure the deal;

b) document technical, delivery and commercial risks associated with the deal;

c) develop an integrated negotiation strategy;

d) develop contractual documents;

e) develop deal financial models.

Summary of responsibilities:

1) Commercial Directors will have the following responsibilities for all assigned deals:

a) Lead contract document(s) development;

b) Lead contract negotiation strategy development;

c) Lead contract negotiations;

d) Identify and document the commercial risks;

e) Lead integrated risk review of commercial, financial, technical and delivery risks;

f) Lead the alignment review of commercial agreement to deal financial model and technical solution;

g) 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 and lead the review of RIMs deal risk with Regional Lead, and if required, Global Commercial Lead;

h) Lead 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.

2) Additional responsibilities include:

a) Participate in the Solution Verification Review Process;

b) Remain current with internal and competitive market "Best Practice" positions for commercial terms and ensure that these are taken into account when negotiating contracts;

c) Understand the key drivers of P & L and how negotiating key commercial terms effect revenue, profit, and cash flow;

d) Ensure that appropriate approvals are received from deal review boards (DRBs) for all submissions to client and final sign off from Legal, Finance, and Commercial leadership occurs prior to the execution of a Commercial Agreement;

e) Populate Commercial Management Knowledge Management portals with all deal artifacts and contribute to Commercial Management best practice and negotiations playbook intelligence;

f) Participate, as requested, in outsourcing Commercial and Risk Management global maturation activities;

g) Participate in DRBs (Deal Review Boards) on all assigned deals;

Embrace process of global deal audits and reviews to improve skills and commercial results

Desired Skills and Experience
Bachelor’s degree; masters or law degree preferred



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 10+ years of experience in the Outsourcing services industry.



Client-facing and negotiations skills are vital, including the ability to interact with client executives.

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