Deloitte Senior Manager for Contractual Deal Strategy, Contracting and Risk Support - National_Office in San Jose, California
Senior Manager for Contractual Deal Strategy, Contracting and Risk Support - Fulltime Role:
Deloitte Consulting LLP's Quality and Risk Management (QRM) group is seeking a Risk Manager with extensive experience in supporting complex deals and contract structuring, drafting customized contractual provisions and risk review, negotiations, operations, and operational aspects of professional services contracts with an emphasis on information technology services. The role will span two functions: i) as a key member of a specialized pursuit team, supporting Operate pursuits and engagements in the lead QRM role or in a QRM/Operate subject matter expert role mentoring Core Risk Managers; and ii) developing artifacts, training and best practices for Core Risk Managers. Both functions are described in detail below.
Responsibilities/Here is What You Will Do:
Deal Desk Support, Contracting and Negotiations
Assist with deal desk and contract review activities. Support our sales team with deal and contract structuring, RFI/RFP/Proposals, and contract review, drafting custom provisions and negotiations - all related to complex professional services heavily centered on technology.
Intersect with various functions including sales, legal, finance and delivery to act as a strategic advisor to help optimize deal flow along with sales and contracting cycles.
Work closely with deal teams and legal in reviewing and negotiating agreements such as master agreements, services schedules, confidentiality agreements and teaming agreements. Owns risk consultation and contracting support for scope of work/SOW documents.
Provide guidance on contracting and negotiation strategies. Ensure cross-functional alignment through contracting life-cycles.
Ensure that contracting requirements are met and handled in a manner that is consistent with the Firm's policies, requirements, and good business practices.
Support Delivery Excellence activities and initiatives working in partnership with the QRM Operate Lead, focused on the Operate engagement model. Drive initiatives related to risk and quality for the Operate engagement model, including developing best practices for:
a systematic approach to risk evaluation and mitigation approaches (e.g., contractual and operational)
reusable artifacts (e.g., playbooks, templates, checklists) for Risk Managers and practitioners to use to facilitate optimal risk navigation, contracting, and delivery outcomes
strategy and guidance around complex hybrid services engagements with third party technologies and subcontractors involved
identification and facilitation of resolution of Independence issues
commercial/financial issues and implications associated with certain Operate constructs (e.g., complex invoicing methodologies; investments, rebates and "sticky deal constructs")
Track performance and lifecycle issues of Operate deals
Educate and mentor Core Risk Managers on foundational Operate plays (e.g., AMS+, Deloitte-as-a-Service, Hybrid Services, and Sticky Deal Constructs), focused on building awareness and capacity to provide guidance and support to the practice
Mitigate delivery quality risks during proposal development, during contracting, at engagement startup, and throughout service delivery for Operate engagements
Ongoing and Post Execution Risk Management and Contracting Support
Assist with ongoing contracting, risk management and mitigation support for ongoing contracting requirements - SOWs, Change Orders, amendments, and renewals.
Facilitate continued compliance with contractually required policies and processes and with the Firm's internal policies.
Continue to collaborate with different functions to socialize agreement/contractual requirements and business terms
Provide coaching and guidance to engagement P/MDs on critical risk and quality issues
Work actively with account leadership and quality team to identify and help mitigate post-signature delivery and engagement risks.
Knowledge Management and Training Support
Maintain knowledge of core professional services (IT, Managed Services, Outsourcing) and product offerings to continue supporting contracting and risk matters in a fast paced constantly changing environment.
Work independently to manage contractual matters and risks and be the trusted QRM advisor on the largest, most critical deals.
Drive creation of reusable artifacts and templates including checklists, modular contract language, recommended internal processes related to Operate-specific services
Provide mentoring and training to Risk Management colleagues and to a broader audience to enhance knowledge of and compliance with firm's policies, templates and processes.
Proactively pursue, assess and, where appropriate, advance firm's initiatives including in the areas of software, cloud, data analytics, operate services and privacy & security.
Support strategic initiatives pertaining to development/updating of processes, tools, and templates to improve overall risk management and contracting practices and to help drive adoption of such processes, tools, and templates.
Delivery Excellence is committed to providing our engagements and practitioners with the resources, tools, assets, and approaches they need to be world class advisors, implementors, and operators. We are looking for people who are passionate about technology and innovation and can develop ideas into products that are relevant to solve business problems.
Qualifications/What you will bring to the table:
Experience in writing and reviewing scope of work documents with a focus on incorporating actionable and measurable guidance to address specific risks around delivery execution
Proven willingness to listen and learn, and a consistent record of making and explaining appropriate decisions (even when this leads to tough business discussions).
Education: BBA/BA/BS in related field, Masters' Degree is desirable
Experience Requirements: Minimum 8-10 years of direct contract negotiation for technology services. Technology delivery and implementation services experience beneficial.
Ability to travel up to 25%, on average, based on the clients and industries/sectors you serve
Strong understanding of professional services contracting lifecycle with an emphasis on technology services
Proven track record influencing diverse set of stakeholders and driving common outcomes with a strong understanding of commercial contracting processes, including terms and conditions
Outstanding verbal/written communication, collaboration, and negotiation skills to lead an environment driven by customer service and teamwork
Excellent leadership skills including ability to prioritize critical needs, act decisively, and handle a high volume of complex tasks within a given timeframe
Change Agent - has the ability to get things done through influence in Delivery Excellence and the Operate engagement model leadership team
Balanced - is practical and has the ability to balance risk appetite with growth objectives
Results-orientation - has the ability to get things done effectively
Implementation orientation - has the ability to drive alignment and implement the Delivery Excellence- Risk strategy for Operate
Leadership - has the ability to deal with adversity and ambiguity, and make the right decisions in a timely manner
Experience in a similar role evaluating and addressing risk with highest complexity Information Technology implementation, professional service, and hybrid contracts is desirable
Extensive track record of success in Delivery Excellence/Risk and/or in client service delivery
Demonstrated track record of developing creative deal structures and driving clear contracting for such structures
Experience supporting complex services pursuits that are driven for clients by third a party advisors and law firms
Diverse network, with knowledge of cross-industry and cross-portfolio issues that impact Delivery Excellence/QRM
Understands the Firm's complexity and how to navigate successfully
Strong interpersonal and people skills
Experience and ability to work directly with senior level individuals (internally and externally)
Strong oral and written communication skills and the ability to construct and negotiate non-standard contractual provisions addressing business issues
Ability to bring fresh ideas and thinking to help Delivery Excellence serve the changing needs of Consulting
Ability to work autonomously in a matrixed, fast-paced, multi-task environment
*Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estiamte of the current range is $161,000-294,000.
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.