Commercial Manager

We are looking for a candidate with 8+ years of experience in the given role and who is also knowledgeable about law and finance. The HCL Dealmaker role has the overall responsibility for successfully selling and negotiating multi-year complex large account and mid-sized as well as brokering Compliance settlements & deals. They lead HCL’s most coveted sales engagements characterized by a complex combination of business, financial, license and technical items as well as managing all human resource issues related to the strategic and tactical direction of clients while driving the deal to conclusion. HCL Dealmakers are expected to be extremely adept at reading a competitive situation, identifying impending events, recommending, and executing a winning strategy that delivers customer value and drives to a specific revenue target and close date to meet HCL targets. The HCL Dealmaker must be able to establish strong credibility with both the customer and HCL’s local team in order to keep multiple deals moving ahead concurrently. The Dealmaker must be able to effectively work within the guidelines set forth by HCL Finance, Accounting, Legal and Sales Management to advance deals with no adverse impact to HCL’s revenue recognition or business controls while continuing to challenge and creatively innovate deal constructs that lead to timely closure. HCL Deal Team / Deal Maker Responsibilities: • Responsible for managing large and complex deals to closure • Develop the sales strategy for winning the deal leveraging a strong commercial acumen and expertise in constructing innovative and often complex commercial constructs and pricing cases • Lead the preparation of the deal financial construct and pricing case and ensure that it is aligned to client’s business case and HCL’s strategic priorities • Work with HCL Client Directors to manage the engagement plan and associated deliverables • Present HCL Licensing Offers while leading a multidisciplinary sales and solution team to develop compelling value propositions and solutions for specific customer opportunities • Manage key client stakeholders and maintain an effective partnership with them • Navigate HCL’s internal procedures without exposing the customer or HCL to any delivery/quality issues • Maintain alignment with customers business strategy, drivers, and goals • Lead the development of key deliverables (proposals, SoWs, contracts, presentation documents etc.) • Lead client negotiations and coordinate and manage all personnel that are relevant to the deal • Act as a sales coach for sales teams in markets and help strengthen our overall strategic sales capability Skills, Leadership Competencies & Experience: • Top-notch seller with strong consulting sales experience in a prestigious consulting/IT Services. • Proven ability to close large and transformative deals • Strong project/program management competencies with ability to deliver project/engagement outcomes with speed and in complex and uncertain environments • Expert level understanding of all HCL SW offerings across and associated platforms, technology trends and their impacts to business and users • Highly developed verbal and written communication skills, MS EXCEL expertise is a must • Ability to effectively manage CXO and Board level relationships • Strong and experienced complex deals negotiator • Demonstrate resilience, perseverance, learning mindset, tolerance to ambiguity and a drive to win despite challenges while bringing positive energy and motivation to the team at all times • Experience in large deal sales in India with proven ability to successfully work across different countries and cultures • Train new team members and assisting current teammates with quoting and internal process questions