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Job Overview
This internal and external customer facing role is accountable for providing commercial financial support and deal modeling to the sales team on high value and complex typically gt 500k Gross Revenue ondemand riskreward models MSS cloud based solutions Enterprise License Agreements opportunities throughout the deal lifecycle from qualification through to revenue recognition. This will ensure that the deals that carry the most risk but deliver the most revenue receive the help of expert financial resources. They will work with Sales to deliver a commercial finance solution and financial model that meets the customer's requirements at a competitive price also delivering an acceptable margin and risk profile to HDS.
This role will assume primary accountability for compliance with the HDS governance framework with respect to financial guidelines including the commercial elements of a RFIFRP response. Effective and timely engagement of relevant corporate expertise will ensure that the transaction can be executed and all US GAAP and SOX compliance requirements are adhered to.
Deals In Scope
All deals but with the main focus being on complex deals over gt 500k Gross Revenue but typically ondemand riskreward models MSS cloud based solutions and Enterprise License Agreements
Job Responsibilities with Indicative of Time Spent
Opportunity Planning and Qualification 10
bull bull Identify in scope opportunities at least one quarter ahead
bull Work with the sales team country manager and Finance to identify the potential contractual
and revenue recognition risks and complexities together with potential solutions bull bull Identify deals that require complex financial modelling and assign ownership for production of
that model
Deal Modeling including Costing and Pricing Bid Phase 35
bull For deals in scope develop a robust financial model to help determine the pricing margin
cash flow and commercial risk profile that is acceptable to HDS
bull bull Apply the standard Insight costs for configurations provided by as Sales Operations via the
DOC and then apply any approved adjustments e.g. removal of PII. Ensure that any relevant
programmatic price or COGS adjustment schemes are applied by the DOC.
bull bull Perform sensitivity analysis based on the appropriate risk parameters pertaining to the deal
e.g. contracted growth factors
bull bull Model the financial impact of any Service Level Agreement SLA penalty regimes
bull bull Work with HDS Treasury and HDDCredit Corp to put in place appropriate and competitive
financing solutions that are acceptable to both the customer and HDS
bull bull Understand and model any equipment buy back or other credit note arrangements such as
prepaid maintenance that are included in the deal
bull bull Model the impact of any contractual price reductions and approved cost of goods reductions
assumptions provided by GSSD or Sales Operations
bull bull Model the financial impact of any programmatic or special funds allocated to the deal by Sales
Operations
bull bull Work with Global Services CSS and GSS to ensure the appropriate level of costs are
included and aligned with the Statement of Work and Service Delivery Schedule
bull bull Add the appropriate level of financial contingency commensurate with any onerous obligations
included in the draft contract or RFP
Commercial Structure during Negotiation Phase 25
bull bull Working with Sales and Sales Operations to work through deal structure and commercial
options capital purchase lease capacity on demand and linear pricing Managed Service
Solutions deferred payments etc. ensuring that any changes are reflected back into the deal
model
bull bull May be required to be customer andor PartnerSI facing in complex bids at the behest of
Sales to agree a negotiated solution that delivers an acceptable margin and risk profile to HDS
Submission and Governance including Execution 20
bull Own the relevant commercial finance sections of formal RFIRFP responses.
bull Be the finance Governance Gatekeeper ensure that all HDS Finance Governance requirements are owned and met including Commercial Position Risk vs Reward SOX and US GAAP requirements and HDS policies regarding sales transactions. Including VSOE consistent software maintenance pricing amp VSOE consistent Global Support and Solutions GSS pricing.
bull Ensure the Country Finance Manager is aligned as the deal progresses through the sales cycle.
bull Responsible for final review of the Statements of Work produced by the Solutions Business Managers prior to them going out to the customer for quality and accurate capture in the quote
bull Review the Quote before sending to the customer for commercial finance and compliance accuracy only.
bull Work with Legal SME to ensure contractual documents are all aligned contractPA'sELA Agreements etc and that contracts and commercials are consistent.
bull Align with the Business Analysts and Country Finance Manager to ensure compliance with Revenue Recognition governance requirements.
bull Support the Sales Operations and Finance team to ensure that the sale can be transacted by leading the resolution on credit issues including managing the Letter of Credit process where required.
Staff Management 10
bull bull Prepare and communicate annual performance appraisals.
bull bull Conduct1 to 1s on a regular basis. Provide coaching and general management support as
required
bull bull Communicate commercial objectives and status thereof periodically.
Qualifications
bull Fluent in English amp local language
bull High level of integrity and ethics
bull Degree qualified Graduate preferably in business or finance
bull 5 7 years commercial finance experience in IT or Telco sector
bull At least 5 years management experiance
bull Working knowledge of US GAAP revenue recognition and SOX
bull Highly proficient in Microsoft Excel to a high standard capable of producing complex financial models
bull Self motivated and capable working in isolation as well as being a strong team player
bull Ability to manage and drive change an agent of change
bull Influencing skills at all levels of the business
bull Excellent communication written amp verbal
bull Excellent business acumen and judgment and demonstrated ability to work closely and build sustainable business partners more...
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