The Commercial Manager acts as a subject matter expert for complex deal structures, managing high-risk contractual deviations and margin exceptions. They are responsible for developing proposals, negotiating with customers, and providing commercial judgment to ensure shareholder value.
Job Description Summary
The Commercial Manager serves as the subject matter expert for complex, high-risk commercial deal structures. You will assist in deal structure, BID, proposal building and RFPX, navigate complex margin exceptions, and provide final commercial judgment on escalations, ensuring that all non-standard terms are risk-mitigated and commercially sound.
Job Description
Essencial Responsibilities
Develop proposals and quotes; may negotiate with customers; ensure deals deliver shareholder value; drive competitive pricing. May include compiling and submitting required tender documentation.
Responsible for providing all aspects of commercial management including contract & proposal development for GE Digital, Grid Software Solutions. Requires pre-qualification of opportunities, interaction with sales & services leadership, customers, channel, & other cross-functional business teams. Must have a demonstrated track record of delivering high quality commercial proposals & drafting contracts with respect to both commercial & legal terms.
In-depth understanding of key business drivers; uses this understanding to accomplish own work. In-depth understanding of how work of own team integrates with other teams and contributes to the area.
Most decisions are within a defined framework, but some autonomy in the final decisions for a project, product line, market, sales process or customers. Uses prior experience and on-the-job training to solve straightforward tasks. Has access to technical skills and analytic thinking required to solve problems. May use multiple internal sources outside of own team to arrive at decisions.
Manage the formal escalation process for margin exceptions and high-risk contractual deviations.
Act as the primary advisor to the Sales team for high-stakes negotiations, coordinating with Legal, Finance, and Operations.
Required Qualifications
Bachelor’s degree in Business, Finance, or Engineering (Advanced degree/MBA preferred).
Experience in complex commercial negotiations, pricing, or strategic Deal Desk roles.
Expertise in structured pricing, margin management, and industrial/software SLAs.
Proven ability to manage high-stakes stakeholder relationships across a matrixed organization.
Strong analytical capability to assess financial models and contractual risk frameworks.
Fluent in English and Portuguese (Spanish proficiency is a strong advantage).
Preferred Qualifications:
Experience in the Software Industry
Familiarity with service-level agreements (SLAs), perpetual license & maintenance support and subscription models.
Experience working in a global or matrixed organization.
Strong stakeholder management skills, with the ability to partner effectively with Sales and Operations teams.
Familiarity with Salesforce, CPQ and Oracle Fusion and experience working in a global or matrixed corporate environment.
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