Senior Procurement Sales & Account Partner (PSAP) - US&C

What success looks like in this role:

Function description

• The Global Procurement Sales & Account Partner (PSAP) team operates within Unisys' Global Procurement (GP) Organisation and is a growing, diverse and multi-skilled team. We help deliver cost efficient, proactive and competitive solutions to procurement challenges and requirements via our 3rd party suppliers and, in partnership with our Sales and Client Management Teams, support the continued growth and profitability of our global business

Purpose

• Are you ready to be a part of a dynamic team that thrives in a fast-paced environment? Our Procurement function is not just about negotiations and contracts; it's about fostering partnerships that drive value and innovation for our business.
• We're looking for an individual who's not only a talented and diligent procurement professional that's ready to face challenges head-on, but also passionate about leading procurement initiatives as a trusted advisor, building relationships and pushing boundaries. If you're someone who gets inspired by collaboration and forward-thinking, then you're the talent we need. Join us and be a part of our journey to redefine procurement with speed, efficiency, and strategic impact.
• The role of a US&C Procurement Sales & Account Partner is pivotal in the strategic alignment of procurement activities with the overarching business objectives of Unisys. This individual will demonstrate strong leadership and initiative to support and collaborate with our Sales and Client Account Teams, leading procurement initiatives and responsibilities related to US&C deal pursuits and client account activities. As the head of the Procurement Sales & Account Partner team in US&C, you'll be operating in a highly visible and senior procurement role, that spans multiple business units across the region. They'll be instrumental in fostering robust relationships with both internal stakeholders and external suppliers, ensuring that procurement strategies are not only well-communicated but also effectively executed.
• The successful candidate will demonstrate a dynamic blend of meticulous attention to detail and the ability to manage a diverse array of procurement tasks, all while maintaining a customer-centric approach. They will be adept at navigating the complexities of supplier contracts and categories, applying procurement policies with discernment, and addressing the multifaceted nature of procurement-related inquiries and projects. This role demands a proactive mindset, with a focus on removing barriers and identifying procurement solutions that support the US&C region's revenue and operational targets. The ideal candidate will thrive in a fast-paced environment, exhibit a high degree of independence, and possess a strong sense of urgency in their work ethic. Their contribution will be critical in enabling Unisys to capitalize on its position as a leader in the industry, driving the success of deal pursuits and client account activities. In essence, the US&C Procurement Sales & Account Partner will be a linchpin in the seamless integration of procurement initiatives with sales and client management efforts, playing a key role in the growth, profitability and dynamism of Unisys.

Your Impact

• The PSAP team partner with the Sales, Client Account and Business Operations Teams to maximize value realization through our supplier network, accelerating competitive solution creation & the profitable delivery of our client commitments.
• You will be accountable for mitigating supply risk, maximizing financial improvement and driving innovation with the supply base via the spend managed under your remit. In short, you will be accountable for 'solving real business problems' with our business partners.
• The success of that delivery will be measured by initiatives outlined in your tailored annual objectives tied to your procurement responsibilities (we use the globally recognized Workday platform). Within GP, we pride ourselves on our winning culture and empower our associates to push further than previously thought possible. So, we look to bring on great people who relentlessly re-imagine the status-quo, challenge themselves and others to 'Unlock the Possible' and who also love to celebrate success. It's what's been at our core as a GP Team and in helping one another out

• Oversee end-to-end procurement during deal pursuits involving 3rd party suppliers, ensuring commercially compliant and competitive tender responses. Manage pre-award/deal submission and post-award phases, including contract development, negotiation, execution, and renewals.
• Lead the US&C region and support regional team associates, whilst representing GP as the focal procurement SME for all procurement matters related to pricing proposals at the proposal phase of deal pursuits and ongoing procurement activities on client accounts. Collaborate with Global Category Management, Strategic Sourcing Support, and Procurement Operations teams to align with business objectives.
• Oversee deal pursuit cycle from initial scoping to the return of fully costed solutions from our supplier network, ensuring timely responses to all deal submissions. Play a lead role in deal package preparation where suppliers are involved
• Develop and implement Account Profitability Improvement Plans, ensuring competitive 3rd party contracts and spend
• Procurement Advisory Services - Provide predictive, proactive and trusted supplier insights and recommendations for US&C deal pursuits and client accounts
• Drive early procurement involvement in the sales process to influence supplier choice and competitive rates during the solution creation phase where possible, working closely with the deal & solution architect teams
• Solution and Scope Definition: Collaborate with deal pursuit teams to define solutions and scope, ensuring robust and financially sound pricing from suppliers.
• Use influence model to gain stakeholder buy-in, avoiding command and control
• Lead improvements in effectiveness, efficiency, and control for spend categories
• Drive year-over-year financial improvement and risk mitigation
• Ensure compliance in negotiated 3rd party supplier agreements supporting winning deals and client retention
• Accountable for cost savings improvement and responsible for communicating performance 'Outlook v Actuals'.
• Accountable for continuous improvement across Client Account 3rd Party Spend activity, in terms of risk mitigation and improved financial performance.
• Partner with your business stakeholders within the US&C region across Deal pursuit and client account activity - drive supplier pricing turnaround compliance & velocity on deals, RFx process, procurement insights, advice, supplier market data unique to US&C and the accounts under your remit
• Develop and lead US&C regional procurement initiatives and sourcing project plans, including spend analysis, RFP/RFI/RFQ execution, supplier benchmarking, market analysis, and informed buying decisions
• Provide support during the Client Deal Proposal phase, including identifying third-party content, preparing purchase details for customer deals and sales proposals, conducting competitive bidding, and managing risks
• Work closely with the US&C Commercial Contract Management team to ensure contractual compliance in your negotiated 3rd party supplier agreements that directly support winning deals and retaining clients (flow-up and flow-down of key terms)
• Work with the Unisys Deal Pursuit teams on 3rd party supplier strategy, pricing and contracting requirements for the tender response process
• Work with the Unisys Client Account Management teams on 3rd party supplier strategy, contract renewals and project plans to deliver cost savings and cash flow benefits
• Work alongside the Solution Architects during the solution development stage to influence and encourage the consideration of innovative alternative 3rd party suppliers
• Regularly inform and educate client account and Sales teams on Procurement Best Practices
• Drive early stakeholder engagement and ensure compliance with Unisys GP policies
• Analyse deal pursuit and client account requirements, providing advice, guidance, and action on procurement matters
• Perform in a fast-paced environment, prioritizing 3rd party supplier quote and pricing requirements to support deal velocity
• Build relationships and work cross-functionally with internal business partners and external suppliers
• Ensure quality and competitiveness of third-party elements in deal pursuits and client accounts
• Develop and implement ideas and business cases to achieve the strategic goals of Global Procurement and Unisys
• Ensure proper contracts (NDA's, Teaming Agreements, Sub-Contract agreements, SOW's, etc.) are in place at different stages of the deal pursuit process to minimize risk
• Strive to achieve the lowest cost consistent with quality, reliability, and the vendor's ability to meet required schedules. Request quotes & negotiate with vendors to improve pricing & delivery options
• Optimizing Unisys Risk and Spend with 3rd party suppliers
• Ensure quality and competitiveness of third-party elements in deal pursuits and client accounts.
• Ensure proper contracts are in place at different deal pursuit process stages to minimize risk.
• Acquire 3rd party products/services at optimal overall cost throughout the client account and contract lifecycle.
• Leverage Unisys' global supplier spend and framework agreements to support deal pursuits and client commitments
• Optimize Unisys risk and spend with 3rd party suppliers

You will be successful in this role if you have:

Key Qualifications/Experience

• BA/BS degree and 8+ years' relevant experience in a senior procurement position, managing 3rd party spend within large organization, working across sales, commercial, client account and bid pursuit teams, leveraging suppliers to deliver competitive client offerings
• Experience with a variety of supplier contracting areas (relevant within the US&C commercial and government landscapes), procurement processes, rules and regulations
• Self-starter: able to translate broad problem statements into concrete procurement/supplier actions plans and execute against them
• Inquisitive, curious mindset with strong critical judgement and close attention to detail tied to all 3rd party supplier requirements supporting bids and accounts
• Make the tough decisions in doing what's right in the pursuit of winning deals and running profitable client accounts, where we are dependent on our supplier community to deliver against client commitments
• Excellent people skills with a drive to get things done - right and fast - at both the individual level, as well as the senior management level of Unisys
• Ability to develop business cases, presentations & stakeholder communications
• Continuous learner and ability to consider 'The Art of the Possible'
• Work independently while effectively collaborating with the team
• Development of Supply Agreements - experience with commercial contracting; non-disclosure agreements; teaming agreements; subcontract agreements
• Negotiation, Contracting and supplier performance management/resolution experience
• Strong relationship skills
• Project Procurement and/or Contract Management Experience
• Experience with Salesforce (SFDC)
• Experience with ERP systems (Oracle), e-Sourcing platforms, RFx tools
• Excellent written and oral communication skills
• Proficiency in Microsoft 365 (Co-Pilot, Excel, PowerPoint, Word, SharePoint, Teams)

Key Behaviours/Competencies

• Excellent communication skills- both written and verbal
• Ability to build relationshipswith internal clients and company associates at peer level and above, and lead conversations in a team environment
• Procurement principles knowledge
• Positive 'can-do' attitudewith a continuous improvement mindset
• Team playerwho leads by example - proven ability to work virtually and on a global basis
• Engages with confidenceand builds trust
• Proactive- able to challenge, show initiative, and drive results
• Business acumen and commercial intelligence
• Self-motivated and self-managing- ability to set priorities and manage time effectively to meet challenging deadlines and goals

This role may require access to export-controlled commodities and technology. Therefore, to conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.

Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.

This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at GlobalRecruiting@unisys.com or alternatively Toll Free: 888-560-1782 (Prompt 4). US job seekers can find more information about Unisys' EEO commitment here.