VP of Commercial Strategy
The VP of Commercial Strategy is responsible for running Amach’s commercial operating model and leading the combined commercial delivery team as a single function. The role exists to make commercial activity run efficiently, predictably and to standard.
This is an execution and governance role. The holder operationalises the commercial strategy set by the CCO. The role does not own commercial strategy, does not set revenue targets, and is not the executive sponsor for strategic accounts. Those responsibilities sit with the CCO.
Key responsibilities & duties include:
Commercial Operating Model
Own the end to end commercial process as one connected workflow, from initial engagement through to renewal, as a single unified function.
Maintain the commercial operating rhythm: forecasting cadence, account review cycles and structured reporting into the CCO
Standardise commercial tooling, CRM data quality and reporting so the CCO and SMT work from one reliable view
Team Leadership and Capability
Line manage the commercial delivery team as one team with shared standards and a common cadence
Run onboarding, enablement and coaching against the CCO’s commercial playbook
Allocate and balance workload across the team, including maintaining coverage and continuity during transitions or vacancies
Commercial Mechanics and Contract Governance
Operate Amach’s commercial model in practice: AWS reseller margin, MAP funding eligibility (the AWS Migration Acceleration Programme that part funds qualifying migrations) and ARR (Annual Recurring Revenue) contract structures, ensuring commercial terms are structured correctly before reaching the CCO for approval
Run contract governance: pricing consistency, margin checks, contract term compliance and approval routing
Forecasting, Data and Reporting
Produce the consolidated commercial forecast covering existing accounts
Maintain commercial KPIs across the account base and report exceptions and risks, not just headline figures
Cross-Functional Operations
Coordinate the commercial to delivery handover with engineering and delivery leads so committed work can be delivered without surprises
Feed account and market signals back to the CCO and product to support the productised infrastructure and AI offering
Required Skills:
8+ years of commercial leadership or commercial operations experience, with proven success building and scaling commercial functions
Demonstrated expertise in commercial process design, CRM systems and commercial data governance
Strong experience in contract management, pricing strategy and commercial negotiation
Excellent people leadership skills with the ability to coach and develop high-performing commercial teams
Nice to Have:
Experience in SaaS, cloud or technology software businesses
Familiarity with aviation, airline operations or aerospace industries
Experience scaling commercial teams through periods of rapid growth