Rackspace is modernizing IT in today’s multi-cloud world. We have been honored by Fortune, Forbes, Glassdoor and others as one of the best places to work. We serve over 50% of the Fortune 100 companies & customers in 120 countries around the globe. Our achievements are powered by our people – we call them Rackers. We grow & thrive through world-class development opportunities, learning & selling bleeding-edge technologies & solutions, and most importantly, connecting with each other (the best & brightest in the industry). Are you a Racker? Join us!
More on Rackspace
Rackers aren’t all alike. We look different. We think uniquely. We are from many places and our beliefs & backgrounds vary. But, being a Racker — a valued member of a winning team on an inspiring mission – is what connects us all. Rackers are encouraged to bring their whole self to work every day, as we know that unique perspectives fuel innovation and enable us to best serve our customers & communities around the globe. We welcome you to apply today and want you to know that we are committed to offering equal employment opportunity without regard to age, color, disability, gender, gender reassignment or identity or expression, genetic information, marital or civil partner status, pregnancy or maternity status, military or veteran status, nationality, ethnic or national origin, race, religion or belief, sexual orientation, or any legally protected characteristic. If you have a disability or special need that requires accommodation, please let us know.
In a customer-facing commercial presales role, you will be pivotal in engaging as part of our Strategic Pursuit team to draw out and understand customers’ spend profiles and their challenges. You will develop strong relationships with customer procurement and finance leads to obtain meaningful information about the way they want to spend money, how much and when. You will be able to combine this with information in the public domain about the customer and their sector dynamics, to provide a complete position to the bid team on the customer’s stated and assumed commercial requirements. You will be the team lead on pricing, and actively quality, evolve and communicate our commercial position with the bid team and senior management, regularly throughout the bid.
Another aspect of the role is the Legal element, you will provide legal and commercial for contracts and customer agreements and proposals as part of a contract and commercial negotiation – this role will support the operational commercial and legal functions taking feeds from these existing teams including relieving workload from a pre-sales and bid engagement perspective.
Once the commercial profile is determined, you will use this information to create the bid pricing management or business case model. This will be used to inform the bid team of the revenue, margin and recognition profile, as well as maintain the granularity required to present information back to the customer and assure internal governance. The detail of which will need to consider commercial and rick profiles as well as any non-standard commercial terms or legal changes to customer agreements. The model will need to cover the pre-contract, contract and extension options duration, clearly showing key components such as Opex and Capex spend, granular and internal summarised net and gross margin positions. This may need to be benchmarked against customer targets to determine a win price delta for the team to work on. Variable external factors such as indexation, local taxation, finance/cost of money and partner rates may need to be factored in to your cost base to inform the revenue and margin position within the model.
You will need to be strong and proactive to ensure that the commercial model is up to date ASAP to support bid direction, this will involve working closely and driving solution and pricing contributors to provide the right information, at the right time to support the bid.
The commercial lead will be responsible for the validity of the collation and the presentation of the pricing inputs, and so will be the lead for financial governance with contributing Rackspace delivery and partner inputs, and Rackspace senior management pricing improvement contributions. You will have a bid team reporting line to the Rackspace Bid Director and Sales Director for overall win position, margin, cost of sale and summary presentation. You will also align to the Solution Director to ensure all solution components obtained from the solution service leads are correct correctly priced.
Finally, you will be responsible for presenting the winning, approved commercials back to the customer in a compelling, succinct and comprehensible way. This will include proposal submission in customer specific pricing templates, commercial dialogue to test, improve and understand pricing, and presentations to the customer procurement team as part of the bid process.