Director of Commercial Operations

Trilliant offers a universal communications platform that is at the convergence of the smart grid, smart city, and global Industrial Internet of Things (IIoT) applications. We bring together multi-technology solutions, global capabilities, and mission-critical communications to deliver future-proof solutions.

We are a device-agnostic, integrated, multi-technology communication platform that provides flexibility to balance technological capabilities with economic needs. Trilliant is committed to best-in-class solutions that empower our customers and their customers to connect to the world of things.

We are an equal-opportunity employer offering comprehensive benefits and compensation packages with a selection of insurance programs. We have dynamic and collaborative work environments with some of the brightest employees in the world. We invest in people and provide opportunities for our employees to grow hand in hand with our business.

Job Description:

Trilliant is seeking a Director, Commercial Operations to join the Corporate organization based in Cary, NC supporting all global regions. This is a high-impact position with high visibility requiring exceptional leadership skills in both customer-facing negotiations and across regional Trilliant teams including Sales, Finance, Legal, Engineering, and Project Delivery Services. The ability to lead through influence is essential, as is the ability to negotiate and draft commercial contracts (procurement, strategic partnership, reseller, teaming agreements, etc.). This position requires a strong background in following the function of Commercial Operations with a passion for winning new business.

  • Management: The director oversees all proposal activities, including directing the core team assigned to the proposal, managing proposal schedules and deadlines, developing the proposal outline, and compliance matrix, and monitoring the progress of the proposal.
  • Analysis: Analysis, reporting, and execution of the pricing strategies in support of each proposal and financial goals and objectives. The position is responsible for supporting pricing integrity (price accuracy) decision implementation across the entire pricing lifecycle including initial pricing, promotional pricing, and discount pricing. The director will undertake a detailed analysis of sales data and develop models to influence how Trilliant prices its existing and new products.
  • Management: Lead/conduct contract negotiations on terms and conditions of supply agreements with vendors and partners while liaising effectively with procurement, internal stakeholders, and legal counsel and driving the review process to ensure timely execution of agreements to maintain project schedules and needs. Responsible for understanding the Terms & Conditions of deals, managing the risk proposing mitigation strategies to the business.

Trilliant delivers complex solutions involving hardware, software, and professional services with deals values in the $10’s to $100’s of millions. Each of these functions is critical to Trilliant’s success and involves working closely with high-performance remotely based direct reports across the Americas, EMEA, and APAC as well as globally based cross-functional teams. The Director, of Commercial Operations reports to the Chief Commercial Officer.

Position Responsibilities:

  • Drive the Proposal Life Cycle including kick-off meetings, the analysis of requirements and strategy development, risk assessment/mitigation, and the creation of high-quality proposals showcasing Trilliant’s value proposition.
  • Manage the development and review of proposal strategies and themes, and manage the development of a Proposal Development Plan
  • Coordinate, draft, and review proposal input from a variety of stakeholders, typically involving contributions from sales, marketing, product development, customer operations, finance, and legal
  • Translate Subject Matter Experts’ knowledge into proposal requirements when not provided in a customer-ready format.
  • Led the internal proposal team in preparing all aspects of RFPs and RFIs including leading the go / no-go decision process, drafting, reviewing, and editing content for responses, coordinating pricing, margin analysis, and concessions, and submitting bid packages.
  • Own and maintain proposal response process and implement appropriately for all proposals.
  • Experience with coordinating and updating a content management system is preferred.
  • Evaluate and implement industry best practices to improve our proposal process and the quality of our responses.
  • Ability to coach sales teams and subject matter experts in writing best practices.
  • Responsible for understanding RFP/bid requirements against the proposal outline to ensure both compliance and responsiveness to the customer’s issues and needs.
  • Develop financial models to support bid pricing analysis, execute strategy, and manage the approval process.
  • Provide pricing quotes to all regions for all needs and manage pricing approvals.
  • Provide analysis of pricing trends including prices, quotes, discounting behavior, and opportunity/quote execution.
  • Work closely with Finance to ensure contracts adhere to appropriate accounting standards.
  • Front-line responsibility for negotiating and drafting a wide range of contracts and licenses including services, software, hardware, sourcing and manufacturing services, and MOUs.
  • Responsible for leadership deal reviews and communicating deals to appropriate levels of the organization.
  • Obtain feedback from project / debriefs for “lessons learned” to incorporate in future proposals.
  • Maintain a Win/Loss database and conduct postmortems on lost deals to drive higher win rates.

Position Requirement:

  • 10+ years of industry experience with a minimum of 5 years related experience in bids and proposal roles with a background in an Energy/Utility/Smart Grid space.
  • Minimum of 5 years of experience in pricing, finance, or a comparable role
  • Clear and effective verbal and written communication skills in English; communicate and influence at a senior level.
  • Strong time management and prioritization skills.
  • Self-starter, self-motivated personality.
  • Ability to make decisions based on solid facts, organizational skills, and time management.
  • Excellent attention to detail and strong problem-solver
  • Ability to work in a multi-disciplinary team environment (Engineering, Contracting, Marketing, Sales, Finance, Delivery, etc.)
  • Advanced working experience in Excel, Word, PowerPoint, Adobe Acrobat DC (not Reader), and proposal management software applications (preferably RFPIO)

Education/Certification:

  • Minimum bachelor's degree in Engineering, Finance, Marketing or equivalent required. Equivalent work experience will be considered instead of required education on a case-by-case basis.

Trilliant Values-

PASSIONATE-We find the right solutions for customers and exceed their expectations.

ACCOUNTABLE-We work smartly and tackle problems with urgency to get the job done.

CONFIDENT We look to the future and partner with each other to deliver world-class solutions.

ENERGIZED-We are excited and support the growth and direction of Trilliant.