Act as a senior finance partner to the sales organisation, supporting high-value and complex opportunities with commercially focused financial insight and challenge
Provide clear guidance on pricing, deal structuring, and profitability, using creative and pragmatic approaches to help secure business on favourable terms for Claranet
Lead the financial input into bids, tenders, and major proposals, ensuring accuracy, competitiveness, and alignment with strategic objectives
Develop and articulate robust commercial models, clearly communicating financial implications (including P&L and cashflow impacts) to both internal stakeholders and customers
Design and maintain flexible, scalable deal models incorporating elements such as discounts, credits, rebates, and milestone-based billing to support diverse customer requirements
Support renewals and retention strategies by delivering timely, insightful financial models that optimise pricing and margin while maintaining competitiveness
Partner with the Portfolio team to develop and embed consistent, data-driven pricing methodologies aligned with CPQ processes
Ensure commercial models are robust, standardised, and operationally deliverable, with effective handover from sales to delivery teams
Drive consistency across the business in deal modelling, cost-to-serve frameworks, and pricing tools
Collaborate with the UK Senior Management Team to establish and embed strong sales governance processes, ensuring appropriate review and challenge prior to customer submission
Provide commercial approval for deals in line with governance frameworks, acting as the senior escalation point for complex or non-standard transactions
Finance Business Partnering
Lead the development of the sales budget and forecasting models, partnering with sales leadership and portfolio teams to define KPI targets across a 3-year planning horizon
Work closely with the FP&A team to enhance sales and pipeline reporting, delivering clear, actionable insights on performance and variance to plan
Own customer-level profitability analysis, providing meaningful insight to support strategic decision-making and maximise customer lifetime value
Support the design and evolution of the annual commission plan, including ownership of all modelling required for target setting, coverage, and affordability
Ensure commission processes are accurate, consistent, and well-controlled, with a focus on automation and continuous improvement
Leadership & Influence
Act as a trusted advisor to senior stakeholders, providing constructive challenge and influencing decision-making
Drive continuous improvement in commercial finance processes, tools, and governance
Build strong cross-functional relationships across Sales, Portfolio, Delivery, and Finance to enhance commercial outcomes
Position Specifications
Behavioural Competencies - Organisational & Behavioural Fit
Flexible and creative, able to adapt to changing situations and take considered risks
Self-motivated and able to work under pressure
Strong analytical and problem-solving skills
High attention to detail
Collaborative, supportive, and eager to help others learn
Manages conflict and challenges in an open and constructive manner
Positive mindset, excited by unfamiliar challenges and learning new things
Enthusiastic and eager to develop new skills and knowledge
Ability to travel to different sites and locations
Critical Competencies - Technical Fit
Qualified ACA, ACCA or CIMA with at least 5 years PQE
Experience of budgeting and forecasting in a similar sized business
Strong commercial awareness, experience in a commercial role is highly desirable
You will have the knowledge and experience to carry out complex tasks competently, confidently and consistently
You will have strong analytical and problem-solving skills with the ability to interpret complex financial data
Excellent communication and interpersonal skills with the ability to influence stakeholders at all levels
Strong organisational skills with the ability to prioritise and manage multiple tasks simultaneously
Experience of people management and coaching of junior staff
Advanced Excel and financial reporting skills; experience with ERP and finance systems is desirable
