Commercial Lead

Our Commercial Sales Operations team is responsible for supporting customer engagement, improving commercial awareness across Softcat sales, helping to identify and manage commercial risk, increasing win rates, and maximising profit. Success. The Softcat Way. There's a uniqueness to Softcat - what we do, how we do it, and why we do it. That's because we help customers use technology to succeed by putting our employees first. We give everyone the chance to step up and show how much they can achieve. We succeed when all our people succeed. In this role, you'll act as an internal advisor to account teams and an external consultant to their customers, focused on addressing commercial and procurement challenges. You will be responsible for hosting and managing the outcomes of Big Deal Reviews (BDRs), providing guidance on internal risk mitigation, engaging directly with customers as a Commercial Specialist, and owning the commercial solutioning for large and/or complex customer bids. You will also be responsible for delivering good commercial governance as part of those engagements to ensure Softcat's business remains safe and commercially sustainable. Working with a small team, you will help improve Softcat's commercial offering through engagement in projects and initiatives. As Commercial Lead, you'll be responsible for:

• Working with account teams to design commercial agreements tailored to individual customer needs and aligned with Softcat's strategy
• Driving and contributing to decision-making with senior stakeholders
• Providing guidance on qualification, risk mitigation, and improving win chances during BDRs
• Running commercial modelling for complex or high-value opportunities or bids, presenting options to senior stakeholders for sign-off
• Leading solutioning for strategic preferred supply opportunities
  
  Experience in a customer-facing role (sales, sales support, specialist, etc.)
• Experience identifying risk
• Experience in the IT channel (preferred)
• Experience contributing written content for bids, proposals, and customer documentation
• Experience chairing meetings and events
We also acknowledge that the confidence gap and imposter syndrome are real and can get in the way of us meeting fantastic talent, so please don't hesitate to apply - we'd love to hear from you!

Manchester, Lancashire Full Time Posted by: Softcat Posted: 30/07/2026 03:21:25 Do you want to have an impact and join a business where you can make a difference? Do you want to make change happen by joining a team that never stands still?

We recognise that everyone is different, and the way people want to work and deliver at their best varies. In this role, we offer the following flexible working patterns:
• Hybrid working - 3 days in the office and 2 days working from home
• Flexible hours - flexing the times you start and finish during the day
• Flexibility around school pick-ups and drop-offs
Working with us Wherever you work, we want you to experience the freedom and autonomy to realise your potential. You'll feel supported by a team that celebrates individuality, encourages different perspectives, and embraces every background.