Want to be a part of our team?
This is a fantastic opportunity to build and run the first regional Centre of Excellence in Europe, which is aligned to our global strategy.
Primarily the role will complete, and then lead, the regionalisation of the EU Commercial Architecture function into a single team providing best in class presales commercial support for all EU countries to increase win rates in PHVS, improve margins, manage risk and deliver commercial innovation.
Working at NTT
The Senior Director Commercial Architecture – Europe will be expected to:
Build, manage and develop the newly regionalised Commercial Architecture Centre of Excellence Function Working with each country, to complete the successful transfer of the Commercial Architects from country into the regionEnsure all resources within the team are fully clear on the vision, strategy, roles and objectives of the functionBuild a clear understanding and agreed way of working with each country based on their current process with a via to standardising the approach for FY23Identify quick wins by analysing how each country operates and which tools they use and then share this learning with the other countries and work to implement new best practicesGain a clear understanding of the team, their career aspirations and strengths and then implement a buddy system for the more senior members of the team to guide and impart knowledge and experiences onto the more junior members of the teamIdentify the optimal way of working for FY23 to ensure the function gains the benefit from its economy of scale, determine the following areas:Team structureOpportunity EngagementRevision of roles and responsibilitiesGovernance StandardisationCreation of a Commercial Analyst pool in a low-cost geographyJoint setting of goals (with the countries)Agree thresholds & conditions for resource allocation
Commercial Architecture Provide the commercial lead on client opportunities within the EU region with a focus on maximising profit, identifying, and mitigating risks, increasing PHVS win rates and delivering commercial innovation to ensure client needs are met and exceededBuild a team ethos around thinking differently and bringing Commercial innovation to Client opportunities to show Clients alternative ways of approaching their requirements which would be beneficial to them (and ultimately NTT)Build close and strong working relationships with all Service Divisions to ensure clear understanding of costs, margins and risks exist on each opportunity from both partiesCompletion of the commercial risk register; highlighting the areas of risk and how they have been mitigatedCompletion of an opportunity P&L and cash flowBring commercial innovation, commercial thought leadership and modelling skills to Client opportunities to differentiate NTT against our competitionCreate a peer-to-peer review and brainstorming approach to ensure alternative views and possibilities are considered on each opportunity
Commercial Assurance and Governance Working with Sales Operations and Service Delivery Assurance, manage the implementation of the new global deal governance and assurance processEnsure all Client opportunities, that the team work on, pass through the country/regional/global level approval processes, where applicable, in accordance with the Country/EU/Group Authority MatricesEnsure the team are both trained up on and ensure adherence to the applicable approvals for the following areas:Asset FinancingAgency TreatmentWork closely with the EU Service Delivery Assurance and Legal to ensure alignment on their respective assurance processes
Commercial Tools and Templates Implement a new Commercial Approval repository and workflow tool to be used for all deals which the team works onWork with EU Legal and Service Delivery Assurance to understand if this single tool can be used to capture both their requirements alsoIdentify and drive the adoption of best-in-class commercial tools and methodologies across regionImplementation of a single template for the following areas to be used on all opportunities the team is engaged on:Asset FinancingCash Flow ForecastsP&LRisk Register
What will make you a good fit for the role?
Requirements: Education, Training and Experience
Minimum of 6 years’ commercial architecture/management experience in a multi-national organisation ideally within the IT industry.
Management of a cross-border, multi-cultural team hugely beneficial
Experience of building complex commercial models and P&L’s
Experience of building out a new function hugely beneficial
Finance based University degree (or higher)
Advantageous if qualified in or studying towards a Finance qualification such CIMA or ACCA
Must be able to demonstrate a deep understanding of financial and accounting practices
Excellent knowledge of English (working language)
Good knowledge of any other major European language spoken within the region (preferably French or German), would be a significant advantage
Advanced Excel skills, Intermediate on Microsoft Word and Powerpoint
Personal Attributes and Skills Required
Commercially minded with the ability to multitask numerous projects within a pressurized and time sensitive environment
Highly motivated self-starter with an excellent level of attention to detail
Global Mindset – Cross-cultural awareness; Comfortable in multi-cultural teams;
Communication Skills – Writing; Listening; Presentation; interpersonal skills; Persuasion; Ability to successfully negotiate & influence to achieve objectives
Tenacity & Self-motivation – Stands-up for principles; Is resilient; Self-motivated, ability to work un-supervised as well as being able to work as part of a team in a global and sometimes pressured environment; Proactive, flexible attitude to work with a willingness to constantly review and improve skills
High Emotional Intelligence – Regulates own emotions; Active Listening; Inspires trust; Having integrity; Use feedbacks; Team Player
Excellent networking and relationship building skills with the ability to collaborate at all levels within the organisation
Strong analytical, organisational, presentation, and leadership skills
A “people driver” capable of gaining buy-in, achieving results and managing conflicting interests across multiple areas of the business
Ability to successfully negotiate and influence to achieve objectives and comfortable in a facilitation role
Occasional European travel required