Deal Leader

Summary

The purpose of the Deal Leader role is to lead a team, to build and deliver winning, innovative solution proposals for Bell’s largest and most sophisticated enterprise customers.

The Deal Leader is accountable for the development and execution of the overall response strategy. This involves finding the deal strategy, interfacing with various internal and external parties for the development of solutions (technology and operations), driving the business case, pricing, and governance to ensure proposals are packaged and priced successfully.

Key Responsibilities

• Lead analysis discussion and preparation for Senior Management
• Build and lead cross-functional virtual teams
• Provide leadership and direction to all aspects of the pursuit, including financial parameters, solution design, evaluation and response strategy, business case
• Collaborate with Sales in presenting, selling and closing solution proposal to the customer, contribute to tailored customer presentations, and manage the end-to-end Q&A process to ensure successful contract execution
• Work with Sales and the client to define and articulate customer requirements and functional specifications to provide direction to the Technical and Operations sub-teams
• Guide solution development
• Ensure end-to-end solution aligns with customer requirements; formalize compliance with stakeholders
• Work with Sales, Pricing, Finance, Product to find economic parameters (e.g. customer’s budget, competitive pressures, winning criteria, etc.) and tailor the financial model for the specific deal
• Compile complete and accurate data for the business case approval, and challenge the data and assumptions to ensure Bell’s financial targets are met or exceeded 
• Find the optimum cost structure and dispute all suppliers (internal and external) to drive improved costing and margins
• Recommend pricing strategies to win new business
• Engage and negotiate with sub-contractors terms, conditions and pricing/costing (in collaboration with Procurement, Legal, Product)
• Work with the customer and Bell Legal and other internal groups to develop, negotiate and successfully finalize the customer contract package

Preferred Qualifications

• Experience leading a virtual matrixed team of diverse subject matter experts: e.g. Technical, Operations, Finance, Sales, etc. Able to build consensus and champion projects
• Sound analytical ability when dealing with financial, costing, pricing and contractual issues. Able to develop and work with complex commercial models
• Proven ability to "think outside the box" and find innovative ways of resolving issues and delivering solutions within the project’s constraints
• Demonstrated aptitude for high-quality problem-solving and decision making – envisions the big picture while also paying attention to the important details 
• Self-starter who relishes variety, a fast-paced environment and is able to prioritize and multitask with minimal supervision
• Extensive experience owning and successfully driving large complex projects
• Minimum 7 years experience in the Telecommunications or Information and Communications Technologies (ICT) market, including knowledge of technologies, competitive landscape, trends
• Ability to drive change in the organization

Additional Requirements

• University Degree preferred (ideally Business or Engineering) or relevant experience in consulting, telecommunications or IT
• Experience operating in a business-to-business environment is an asset
• Federal Government of Canada Security clearance is an asset