Commercial and Contract Principal

Employment Type

Permanent

Closing Date

29 Nov 2023 11:59pm

Job Title

Commercial and Contract Principal

Job Summary

Job Description

We're an iconic Aussie brand with a global footprint. Our purpose is to build a connected future so everyone can thrive. We're all about providing the best experience and delivering the best tech on the best network.

This includes making Telstra the place you want to work.

For you, that means a having career that grows with you, and working with a team powered by the human connection that prioritises well-being and choice.

Make a Difference

As part of InfraCo National Projects, your mission is aligned to the broader team program objectives, which is to deliver on our major infrastructure programs, and put best-in-class products and services into the market for our customers.

What is the focus of the role?

The role of the Commercial Negotiation Principal is accountable for a detailed understanding of our program goals and dovetailing our needs from our vendors’, and the translation of these into clear requirements that will help drive powerful opportunity and commercial strategy development. You will also provide strategic commercial advice; specialist detailed commercial and commercially focused contractual analysis and lead the negotiations for assigned opportunities with key vendors on the largest Infrastructure Projects.

Key Responsibilities

• Lead the pre-sales commercial offer development, negotiation, and close of large complex vendor engagements at a national level support program schedules and through them revenue, sales, and cost objectives and their ongoing objectives once established. 
• Examine and discuss opportunity documentation and recommend approaches with key stakeholders.
• Participate in and actively contribute to the development of opportunity strategy.
• Taking the Commercial lead in contract negotiations and major external dealings, including the resolution of commercial and contractual impasses.
• Assess opportunities and proposals for commercial viability and lead the construction of appropriate commercial frameworks/approaches. 
• Assess opportunities and proposals for commercial exposures/risks inherent in bids, proposals, and contract negotiations (including cost, price, profit, risk, contract terms and conditions) with appropriate mitigating strategies at each stage.
• Engage across the program to understand the commercial requirements, design the commercial framework in line, and manage vendor expectations.
• Lead virtual teams engaged to contribute to designing commercial framework.
• Ensure that cost/price/finance/solution modelling accurately reflects the commercial substance of the offer, negotiate, and contract the aligned commercial terms and conditions.
• Assess proposed head contract terms and schedules to identify implications/exposures and recommend appropriate contract positions, leading the development and negotiation of commercial aspects of customer contracts.
• Participate in quality reviews, as required, to gain feedback to refine and optimise the commercial contracting outcomes. Proactively use feedback to improve contract outcomes for future opportunities.
• In coordination with Deal/Sales Leads escalate key issues with proposed recommendations to appropriate Telstra Executives for, as appropriate, endorsement, approval, and/or resolution. 
• Work closely with Finance and Pricing to ensure that pricing and financial modelling accurately reflect the commercial substance of the proposal and negotiated deal.
• Provide commercial assistance on matters escalated to the Deal/Sales Lead to resolve.
• Participate in the deal/contractual hand-over process from the pre-sales to the post-contract management phase as required.

About you

We’re looking for someone who has…

Essential

• Bachelor’s degree in business, law, or a related discipline.
• Extensive experience working with large enterprise/government customers and complex deals.
• Extensive experience in negotiating complex contracts of high value.
• Extensive experience with complex commercial framework design across multiple domains.
• Extensive experience in commercial assessment of risks and issues.
• Extensive experience in engaging and influencing a large and complex stakeholder group, and collaboration across virtual teams to short deadlines.
• Financial acumen including understanding and development of costs, prices, P&L, and associated financial metrics.
• Experience with legal contract terms and conditions, including liability and indemnity clauses.

Highly Desirable

• Bachelor’s degree in both business and law.
• Experienc