Commercial Manager

OverviewRole Overview:We are seeking an experienced and commercially astute Commercial Manager with a deep understanding of commercial finance, pricing strategies, and contract management within the technology sector, specifically in cloud computing, AI solutions, and data management platforms. The ideal candidate will play a critical role in maximizing revenue, profitability, and contract performance, while ensuring alignment with corporate risk appetite and compliance standards.ResponsibilitiesKey Responsibilities:Commercial Finance & Business ModellingLead the development of financial models, business cases, and pricing structures for cloud, AI, and data solution proposals.Analyze deal profitability, total contract value (TCV), and margin impact.Support bid teams with P&L ownership for large-scale enterprise deals.Pricing Strategy & Revenue OptimizationDesign and implement innovative pricing models (e.g., consumption-based, subscription, hybrid models) tailored for SaaS, PaaS, and AI-driven solutions.Benchmark pricing against market trends and competitor positioning.Lead commercial negotiation strategy on pricing terms with enterprise clients.Contract Review & Risk ManagementReview and negotiate commercial terms and conditions across Master Services Agreements (MSAs), Statements of Work (SOWs), Service Level Agreements (SLAs), and Subscription Agreements.Work closely with legal, finance, and delivery teams to identify and mitigate contractual risks (financial, operational, legal).Ensure alignment with revenue recognition principles.Stakeholder ManagementServe as the commercial interface between Sales, Finance, Legal, Delivery, and Product teams.Present commercial recommendations to senior leadership and executive committees for approvals.Market Intelligence & Commercial InsightsTrack market trends in cloud services, AI platforms, and big data solutions to inform strategic pricing and go-to-market decisions.Provide insights on client patterns, deal win-loss analysis, and margin improvement opportunities.QualificationsKey Requirements:EducationBachelor’s degree in Finance, Business, Economics, or a related field.ExperienceMinimum 7-10 years of experience in commercial management, pricing, or commercial finance roles within cloud computing, AI, IT services, or data solutions industry.Strong exposure to enterprise SaaS / cloud deals, consumption-based pricing models, and large-scale technology contracts.SkillsDeep expertise in financial modeling, pricing analytics, and deal structuring.Excellent understanding of contract law principles, commercial risks, and terms & conditions management.Strong negotiation, communication, and stakeholder management skills.Preferred KnowledgeFamiliarity with hyperscaler commercial models (AWS, Azure, GCP).Understanding of AI/ML solution frameworks and data platform commercialization models.Knowledge of revenue recognition in software services.Key CompetenciesCommercial AcumenFinancial LiteracyAdvanced ExcelRisk ManagementNegotiation SkillsAnalytical ThinkingCross-functional CollaborationBusiness Communication