Deal Leader Specialist

Bell is looking for a Deal Leader to join our business markets Strategic Deal team. The Deal team is one of the most well-respected teams within the organization. It is our mandate to successfully respond to the most complex and judicious opportunities for our largest Enterprise customers. As the Deal Leader you will have the opportunity to lead a team to create and package some of the most unique telecom solutions in the world. Your ability to think outside of the box will not only be covered but encouraged by our top executives with whom you will have frequent exposure. Every deal is different and highly customized providing variety in business cases innovative technologies and delivery models. The manifestation of your work will be a solution proposal that not only helps to secure the deal but also cements the relationship we have with our top Enterprise customers. It all starts with your passion to lead your drive to win and your desire to be part of a dynamic team.

The Role:
The purpose of the Deal Leader role is to lead a team to build and deliver winning innovative solution proposals for Bells 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.

Deal Team and Deal Strategy Leadership

• Lead analysis discussion and preparation for Senior Management Go / No-Go Decisions
• Build and lead cross-functional virtual teams encompassing Sales Technical Operations Project Management and SMEs to design innovative solutions
• Provide leadership and direction to all aspects of the pursuit including financial parameters solution design evaluation and response strategy business case

Deal Communication

• Strong communication skills including written and oral presentation able to communicate complex concepts succinctly to a broad and varied audience including senior executives customers suppliers and other stakeholders
• Bell Internal-Facing: prepare executive presentations and lead executive briefing calls present deal at internal Governance Gates
• Customer-Facing: 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

Solution Development

• 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 (provide input on partners define scenarios compare and choose the best one)
• Ensure end-to-end solution aligns with customer requirements; formalize compliance with stakeholders (Solution Architect Legal Insurance Security Billing etc.)

Business Case Approval

• Work with Sales Pricing Finance Product to find economic parameters (e.g. customers 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 Bells 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
• Ensure all financial assumptions are reviewed accurate and justified
• Ensure all project risks are accurate and appropriate risk treatment is agreed to
• Obtain senior executive approval of business case

Contract Negotiation

• Vendor-Facing - Engage and negotiate with sub-contractors terms conditions and pricing/costing (in collaboration with Procurement Legal Product)
• Customer-Facing - work with the customer and Bell Legal and other internal groups to develop negotiate and successfully finalize the customer contract package

The Deal Leader should possess a multi-disciplinary set of skills and competencies:

• 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 projects 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

• 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