Commercial Finance Solutions Manager

n this Lead position, you will be reporting to the Commercial Finance Sr. Manager for the Canada/US Public Sector Region. You will act as a significant partner to the sales organization working with contracts, legal, business development, revenue accounting, business units and other parts of finance and other organizations.

**Primary responsibilities are as follows**:

- Commercial Finance lead in Canada handling complex deals focusing on Premier, Key, and Major accounts particularly in Public Sector and Enterprise.
- Build relationships with functional teams in the Canada Region in order to enable close interaction for deal reviews and achieving the best overall result for the company.
- Serve as point-of-contact with Sales and Finance organizations on deal details for MDM/VAP transactions.
- Work with the Sales Team to optimize their deals, mitigate risk for Cisco and prevent potential channel or country/theatre conflicts.
- Facilitate deal reviews and approvals by Sales and Finance Management through to Americas Senior Management.
- Work closely with field sales to implement pricing and deal packaging guidelines from Commercial Finance management.
- Deliver ongoing education and training to ensure Sales understanding and compliance to the non-standard deals process.
- Provide CF management with analysis identifying common trends and issues around pricing and competitive issues: learning from deals, pricing pressures, competitive pressures, loopholes and share learning with other members of the organization.
- Deal structuring and/or packaging guidance to Sales-Incorporates macro perspective into deal guidance to ensure that deals make overall Cisco business sense (precedent setting, pricing/discounts across segments/geographies and product family)
- Performs scenario analysis on key deal parameters during deal structuring cycle.
- Understanding of revenue recognition issues, identifying non-standard terms and revenue recognition issues, and obtains functional assurance-communicates Corporate Revenue decisions to the Sales organizations and Area Controllers
- Understanding of global commerce and business capabilities and policies for global deals
- Approves deals within the CF approved discount band and coordinates approval process for Theater Controller approved discount bands
- Engages Market Segment Controllers for fiduciary concerns and/or approvals (e.g., precedent setting, new business models)
- Partners with Legal to perform contract reviews and assessments under VAP- ensures MDM and VAP terms and conditions match and complete deal summaries for VAP approvals
- Builds and manages cross functional relationships with Sales Account Teams, Legal, Segment Fin., Area Controllers, Corp. Rev., Business Units, etc.)
- Maintains extensive knowledge of product and service offerings including new offerings
- Needs to have a complete/holistic view of the customer to partner with sales on account planning and strategy, understanding of prevailing frame/master agreements/contracts
- Understanding of US-Canadian currency conversion and implications on the pricing

**Who You'll Work With**

You will become a strong business partner and trusted advisor for the Sales and Finance Management teams, and will ensure consistent end-to-end management of non-standard deals and alignment to Cisco's non-standard deals policy and procedures. You will gain significant exposure and have interaction with executives, sales management, sales reps, Finance Management and other Cisco points of contacts.

You will have high visibility within the Canada Sales and Finance organizations with regards to Deal Structuring of major transactions from a Finance and discount perspective. You will be exposed to many disciplines of the business and will play a critical role within the region by managing complex and non-standard deal processes.

**Who You Are**

You are a dedicated, seasoned professional with sound eye for business and the ability to influence and drive winning bid strategies. You are a highly motivated self-starter with able to run multiple tasks and multiple high priorities simultaneously. You display significant judgment skills ensuring that Cisco optimizes margins, effectively mitigates risks, focuses on compliance while remaining commercially competitive.

**With the following**:

- Experience in non-standard deal analysis, performing strategic analysis and interpretation of RFPs.
- Ability to generate tangible win strategies based on RFP analysis.
- Experienced in performing Competitive Analysis.
- Thorough understanding of the “Get Well” Process and Business Case Analysis. Strong tool skills such as Excel.
- Experience negotiating and understanding contract terms and conditions.

**Our minimum requirements for this role**:

- Business related degree/ or other Finance Qualification
- Bid, Deal, or Proposal Pricing Management experience.
- Provide alternatives to win deals while maximizing bookings/revenue and margin
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