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Beschreibung
title: including reviewing contract drafts and redrafts
pre-sales guidance and support regarding dell\'s global services and operational capabilities (including presentations, cusotmer facing documentation)
defining best practice aruond contract negotiation as well as sla penalty provisions and mitigation
stewardship over the busniess take on process i. presentations and negotiations
chairing exec level internal approval meetings in conjunction with lead account manager
project manaegment aspects of commercial discussion and business take on
commercial manaegment co-ordination between regions (americas, asia, europe middle east africa) and bus and focal point for emea
producing and maintaining deal capture and approval forms for each opportunity
ongoing commercial support for owned accounts post contract
providing commercial support for post-bid submission activity e, e. the process between contract closure and go live
chairing exec level customer meetings.
principle duties and responsibilities include:
formulating bid strategy with account management team
contributing commercial responses to rfp
commercial review and structuring of non-rfp statement of work (sow)based opportunities
defining risk and risk mitigation strategies, both operational and commercial
producing opportunity summary documents (governance)
commercial & operational approvals (governance)
contractual negotiations and customer relationship during negotiation phase.
fluent spoken and written german and english mandatory
degree level education
mba preferred
\"liemea\". g. presentations, in respect of sow creation
\"liemea\"competencies
mangaing work
dealing with ambiguity
organisational agility
drive for results
negotiating
time management
command sklils
managing and deveolping self
customer foucs
comofrt around seinor management
intergity and trsut
stadning alnoe
techincal leanring
strtaegic/logner term contrbiution
business acmuen
creaitvity
mangaing viison and puropse
innoavtion management technical/functional skills
detailed understanding of dell services and operational global capabilities
strong contract negotiation skills and experience
awareness of legal terms and fall backs
project management
interactions
customers
legal counsel
sales account managers
finance
bid management
france & emea business units
services teams
dell us and apj
all internal dell departments
senior management
other
service/solutions/sow background
legal/contracts background advantageous
awareness of systems integrator and/or oem services market, clarifications
opportunities are predominantly in the large enterprise sector in germany but could potentially include opportunities led out of other emea countries and german public sector opportunities
opportunities include support for solutions organisation, e-auctions.focus on service/solutions mix. and strategic, complex,
opportunity classification: typically multi-country.senior pre-sales contract manager
location: deu-frankfurt
senior pre-sales contract / commercial manager - germany
summary:
this high profile customer facing role is responsible for the end to end commercial management of major sales opportunities, from risk and commercial management of the rfp through to contract commercial negotiation, including solutions, business transition.conditions and capabilities
awareness of cultural sensitivities and differences in the business environment
ability to communication and control effectively across languages and time zones
highly motivated,
awareness of global services market, self starter, with a passion for results orientated performance.
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