Commercial Manager

Overview

Role Overview:

We are seeking an experienced and commercially astute Commercial Manager with a deep understanding of commercial finance, pricing strategies, and contract management within the technology sector, specifically in cloud computing, AI solutions, and data management platforms. The ideal candidate will play a critical role in maximizing revenue, profitability, and contract performance, while ensuring alignment with corporate risk appetite and compliance standards.

Responsibilities

Key Responsibilities:

Commercial Finance & Business Modelling

• Lead the development of financial models, business cases, and pricing structures for cloud, AI, and data solution proposals.
• Analyze deal profitability, total contract value (TCV), and margin impact.
• Support bid teams with P&L ownership for large-scale enterprise deals.
  
  

• Design and implement innovative pricing models (e.g., consumption-based, subscription, hybrid models) tailored for SaaS, PaaS, and AI-driven solutions.
• Benchmark pricing against market trends and competitor positioning.
• Lead commercial negotiation strategy on pricing terms with enterprise clients.
  
  

• Review and negotiate commercial terms and conditions across Master Services Agreements (MSAs), Statements of Work (SOWs), Service Level Agreements (SLAs), and Subscription Agreements.
• Work closely with legal, finance, and delivery teams to identify and mitigate contractual risks (financial, operational, legal).
• Ensure alignment with revenue recognition principles.
  
  

• Serve as the commercial interface between Sales, Finance, Legal, Delivery, and Product teams.
• Present commercial recommendations to senior leadership and executive committees for approvals.
  
  

• Track market trends in cloud services, AI platforms, and big data solutions to inform strategic pricing and go-to-market decisions.
• Provide insights on client patterns, deal win-loss analysis, and margin improvement opportunities.
  
  

• Minimum 7-10 years of experience in commercial management, pricing, or commercial finance roles within cloud computing, AI, IT services, or data solutions industry.
• Strong exposure to enterprise SaaS / cloud deals, consumption-based pricing models, and large-scale technology contracts.
  
  

• Deep expertise in financial modeling, pricing analytics, and deal structuring.
• Excellent understanding of contract law principles, commercial risks, and terms & conditions management.
• Strong negotiation, communication, and stakeholder management skills.
  
  

• Familiarity with hyperscaler commercial models (AWS, Azure, GCP).
• Understanding of AI/ML solution frameworks and data platform commercialization models.
• Knowledge of revenue recognition in software services.
  
  

• Commercial Acumen
• Financial Literacy
• Advanced Excel
• Risk Management
• Negotiation Skills
• Analytical Thinking
• Cross-functional Collaboration
• Business Communication