Commercial Lead

Commercial Lead for AI Client Engagement Team Middle East

About New World Tech an Insight Company:

New World Tech are a team of consultants and project/programme managers with immense experience that enables us to understand customers' business problems and execute real business outcomes to resolve them. We strive to unlock value for our customers with future-proofed products and services, delivered in a highly secure manner, with a quicker time to market and less capital-intensive means of delivering business value.

We specialise in:

• Advisory & Design, including CTO as a Service, Digital Transformation, Platforms, Cloud Services, Mainframe, Business Continuity, Workplace & Mobility, Commercial Services, and Security Audit
• Programme Delivery, including Programme Management as a Service, Project Management as a Service, Programme Delivery Framework, and Transition as a Service
• Technical Delivery, including Engineering as a Service, Testing as a Service, and Data Migration
• Digital PMO, including Data Analytics for Programme Delivery, and Programme Office Support

New World Tech know that our greatest strengths come from our people. Inclusion and diversity are ingrained in who we are. We foster a culture that is unconditionally inclusive, and enjoy the differing perspectives, ideas and experience this brings to our company.

Purpose:

The Commercial Lead is a senior level commercial team member within the Middle East Growth Organization who will engage with prospective clients, partners and sales teams, as part of the pre-sales function, on the most technically complex strategic AI opportunities and Proofs of Concept (PoCs).

The Commercial Lead has a good grasp of IT services pricing and contracting, and a high degree of business acumen. The Commercial Lead will work with the Middle East AI Client Engagement Team to produce priced proposals to prospective clients and prepare and negotiate contract terms on behalf of Insight and its partners.

The Commercial Lead will be accountable to the Middle East regional growth leader and will need to have a broad base of skills and experience and will need to work in cross-functional teams in an autonomous manner. They will have a proven pedigree of working on IT transformation projects whether those are consulting, pre- and post-sales transformational IT services or design, build and run projects in IT departments.

The Commercial Lead will have gravitas and authenticity. They will be expected to have first class interpersonal skills combined with a comfortable, open and compelling communication and presentation style. These skills, combined with proven commercial and financial knowledge, will create customer confidence in them and by extension Insight.

Diplomacy/Empathy or Emotional Quotient (EQ). The role of Commercial Lead requires a high degree of diplomacy and a strong EQ. It is imperative that we can look at our value propositions from the viewpoint of our customers; therefore, empathy is critical. Being able to represent the needs of the customer into Insight and to partners will also need a high degree of EQ.

The Commercial Lead will produce collateral for their customers in the form of commercial proposals, pricing models, business cases, contractual Ts&Cs, SoWs etc.

Primary Duties / Responsibilities

• A client-first mentality and focus, with a passion to improve our client’s business through Insight’s unique technology and business value.
• Understand commercial trends in the client’s market and understand how these interact to constrain and inform a proposal.
• Establish commercial credibility with existing and prospective clients; providing the ability to cultivate relationships and envision creative commercial and financial strategies.
• Outstanding communication including written, contractual, financial, and oral and ability to reduce complex ideas to simple terms and express these to a commercial audience
• Become a trusted and collaborative conduit between client, partners, Insight corporate and delivery
• Predict long-term competitive trends due to the constant shifts in the market

Qualifications and Requirements

• Ability to combine big-thinking strategic perspective with a detail-oriented approach to problem solving
• Entrepreneurial, ambitious approach coupled with a strong passion to make a difference
• Strong executive presence and ability to evangelize concepts to a wide range of personas and dispositions
• Ability to work collaboratively across the broader Insight organization
• Proficient in driving for results, with a sense of accountability and ability to change pace and focus in dynamically evolving hyper-competitive environment
• Experience selling to large enterprise accounts in a pre-sales commercial role
• Strong partnering skills with large product and services vendors

Requirements (Education, Certification, Training, and Experience)

• Bachelor’s degree in related field or equivalent experience.
• 10+ years of experience in senior commercial role