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commercial and pre-sales support

  • Telecommunications
  • St Philips
  • £40,000
  • Permanent
  • Full Time
  • 333123
  • 18 Oct 2012
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Location: Homebased – London or Bristol

Company: A leading provider of unified communications and innovative contact centre solutions.

The Role

The core aim of the role is to provide complete ownership of all support renewals with the client’s 3rd parties and manufacturers and to provide support pricing for opportunities to the commercial team.

The successful candidate will be responsible for all elements within the support pricing and renewals process, initially you will be required to review all existing processes and consolidate into a single robust and repeatable model. Working with the Head of Support Practice, you will help create the commercial strategy for pricing support, taking into account our costs and our business targets in relation to the client’s competitors.

You will own the commercial relationship for support with the client’s partners and vendors and will need to demonstrate an understanding of how other service providers and large vendors build customer and channel support models.

The key objectives for this role are as follows:

Enable the commercial team to provide rapid support pricing to existing customers and prospects – against an internal SLA
Maintain the accuracy and quality of the client’s support pricing
Drive down the client’s vendor and partner costs
Exceed manufacturer renewal targets to drive vendor rebates
Manage a team of pricing and renewal specialists
Improve knowledge of the client’s competitors support pricing structure to enable improved win rate
Create a supplier evaluation process to measure partners and to ensure they adhere to the client’s standards
Manage SSU/SA transfers and co termination requests
Predict future costs more accurately and negotiate with partners to fix costs where possible
Provide input to the support RFP process and assist with Client Service Engagement
Provide a monthly MI pack detailing pricing and renewal performance


Create a robust and repeatable model for pricing support
Research competitors pricing structures
Drive down 3rd party costs through negotiation at renewal stage
Run mini RFP’s to ensure the client is achieving the best levels of support and to drive 3rd party commercial competition
Build value relationships with our partners and vendors to ensure a two way understanding of strategy
Run learning and training sessions through group presentations and 1:1’s to build understanding of process, best practice or changes in the industry
Create contingency process to cover holidays and sick leave
Identify ways of sharing commercial exposure with our partners

If this role is of interest please apply by sending your CV along with a brief explanation of why you feel you would be a good fit for this opportunity, your salary expectations and your availability to Michael at Additional details regarding the client and the position will be furnished to suitable candidates.

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