Senior Commercial and Contract Manager

General Description

Role Description

Role Overview:

The Senior Contract Manager is responsible for independently leading Commercial and Contract Management (CCM) activities across strategic and platinum client accounts. The role provides end-to-end commercial and contractual support throughout the sales lifecycle, including bid and proposal development, contract drafting and negotiation, contract execution, and post-signature contract management.

Working closely with account teams, delivery leaders, legal counsel, finance, and subject matter experts, the successful candidate will help maximize commercial outcomes, mitigate contractual and operational risks, and support profitable growth. The role requires strong commercial acumen, contractual expertise, stakeholder management, and negotiation skills, with the ability to operate effectively in a complex global environment.

This position combines individual contributor responsibilities with leadership and coordination of virtual team members through a dotted-line reporting structure. Occasional international travel may be required

Key Responsibilities

1. Commercial & Contract Leadership

• Lead and own commercial and contract management support for strategic client accounts and pursuits.
• Provide expert analysis, drafting, review, and redlining of commercial proposals, Statements of Work (SOWs), Master Services Agreements (MSAs), and related contractual documentation.
• Manage contractual and commercial aspects of bids, proposals, and RFP responses from qualification through contract signature.
• Lead or support commercial and contractual negotiations with clients and external stakeholders.
• Provide post-sales contract management support to account and delivery teams throughout the contract lifecycle.

2. Risk Management & Commercial Governance

• Identify, assess, and manage commercial, contractual, operational, legal, financial, and delivery risks.
• Collaborate with internal subject matter experts to evaluate risks and develop appropriate mitigation strategies.
• Ensure commercial risks are accurately reflected within solution designs, pricing models, and contractual commitments.
• Review contracts, schedules, appendices, and supporting documentation to identify cost impacts, obligations, liabilities, and potential exposures.
• Support internal governance and approval processes, ensuring compliance with company policies and risk frameworks.

Key Responsibilities

3. Contract Structuring & Commercial Optimization

• Contribute to the development of commercially sound solutions that enhance profitability, improve margin performance, and reduce delivery risk.
• Identify contractual mechanisms that protect financial performance, including:
  • Clear client responsibilities and dependencies
  • Change control provisions
  • Scope management protections
  • Appropriate service level frameworks
  • Excusable delay provisions
  • Assumptions and exclusions
• Work with finance, delivery, and commercial teams to identify advantageous commercial and financial structures.

4. Client & Stakeholder Engagement

• Build trusted relationships across sales, delivery, legal, finance, procurement, security, and executive leadership teams.
• Support and lead client presentations, commercial discussions, and negotiation sessions.
• Provide clear guidance and advice on contractual obligations, risks, disputes, and commercial matters.
• Influence senior internal and external stakeholders to achieve balanced commercial outcomes.

Key Responsibilities

5. Compliance, Data, AI & Intellectual Property

• Evaluate proposals and contracts involving:
  • Artificial Intelligence (AI)
  • Data Protection and Privacy
  • Information Security
  • Export Controls
  • Intellectual Property Rights
  • Regulatory Compliance
• Ensure appropriate stakeholder engagement and risk assessments for sensitive topics.
• Support identification and management of personal data processing activities and contractual obligations.
• Engage legal teams where proposals include:
  • Intellectual property ownership or co-ownership models
  • Reusable assets and shared deliverables
  • Use of proprietary, licensed, open-source, or AI-enabled solutions
• Ensure appropriate contractual protections and licensing arrangements are established.

6. Contract Finalisation & Contract Lifecycle Management

• Support contract completion, approvals, execution, and handover to delivery teams.
• Assist in contract implementation and mobilisation activities.
• Provide ongoing contractual support, issue resolution, interpretation guidance, change management support, and dispute management throughout the contract lifecycle.
• Maintain contractual documentation, obligations tracking, and governance records.

Qualifications & Experience

Essential

• Bachelor's Degree in Law, Business, Economics, Finance, Information Technology, Administration, or a related discipline.
• Minimum 10 years' experience in Commercial and Contract Management, preferably within IT Services, Managed Services, Outsourcing, Consulting, or Technology environments.
• Extensive experience drafting, reviewing, negotiating, and managing complex technology and services contracts.
• Strong understanding of commercial models, pricing mechanisms, risk allocation, liability frameworks, and contract governance.
• Demonstrated experience leading commercial and contractual negotiations with senior client stakeholders.
• Strong understanding of legal and commercial principles within technology and outsourcing contracts.
• Excellent project, task, and stakeholder management skills.
• Advanced proficiency in Microsoft Word, Excel, and PowerPoint.
• Excellent written and verbal English communication skills.

Desirable

• Experience supporting global or multinational client accounts.
• Knowledge of AI-related contractual considerations and emerging technology risks.
• Understanding of data protection, information security, and regulatory compliance requirements.
• Additional language capabilities.
• Professional certifications in Contract Management, Commercial Management, Procurement, or Project Management.
• Proven commercial and contract management experience supporting complex technology, consulting, outsourcing, or managed services engagements within a Big Four accounting firm or a similar multinational professional services environment