Head of Solutions Structuring

vor 7 Monaten

Berlin, Deutschland RELAYR Vollzeit

At relayr, we process over 150 million data points of asset telemetry every single day, continuously improve our best-in-class platform, and leverage analytical tools to add transparency and efficiency to our customers at scale. Our team excels in engineering and designing robust software managed in the latest cloud and web technologies. We never lose sight of the role we play in generating business outcomes for global industry leaders, empowering equipment-as-a-service (EaaS), end-to-end Predictive Maintenance solutions, new service packages, optimizing operations and performance, reducing asset failures, and enhancing safety. Our currency is data, and we aim to harness it in various ways.

**WHY WE WORK HERE**
- Above all, relayr is a values-driven organization, and we are passionate about
_how_ we do what we do. We are engaged, authentic, collaborative, pragmatic, and driven and enjoy coming together as a team with our diverse backgrounds. We love to create experiences for customers and employees that last the test of time. And we have fun along the way. We offer generous benefits that exceed market expectations and foster the work-life integration that we know is critical.

***

**OUR 5 VALUES**
- Empathy_ Wherever you work in our business, we put people first and act with empathy for others and ourselves.
- Accountability_ We walk the talk and hold ourselves accountable for what we say & do.
- Care_ We care and seek to enrich our colleagues and customers.
- Pragmatism_ We make pragmatic decisions that balance data, rapid execution, and fast learning.
- Courageousness_ We exercise courageousness, bringing new ideas to continuously improve our service.

***

**YOUR ROLE**
- You will be responsible for all commercial structuring topics around EaaS, our risk governance, and the technical execution of our programs, incl. pricing and underwriting. This role will also continuously provide valuable insights into the ‘as a services’ design and feature development.

**Day-to-day tasks**:

- Develop the pricing concepts for the company’s products and services in general and dedicated programs specifically.
- Use quantitative and qualitative analysis tools to improve existing pricing methods.
- Establish the monetization and pricing governance and related processes for the organization.
- Develop guidance and tools to help sell ‘as a service’ models to new partners and the advantages and mechanics of pricing structures to end-customers.
- Analyze impacts of different program structures, financing methods, and pricing models on program profitability to find the optimal solution.
- Develop and establish a pragmatic risk management strategy for the EaaS business.
- Provide commercial, financial, and risk management guidance to deal teams through the whole lifecycle of a program from discovery, over structuring, to implementation.
- Act as an advisor to business development teams to ensure opportunities are commercially sound and have the potential to meet return expectations.

**Responsibilities**:

- Shape and lead the EaaS structuring function of IFS, balancing the short-to-medium-term needs of our customers, with the long-term strategy and scalability of our organization.
- Lead the development of our risk and underwriting governance, incl. rating methods, underwriting policies, collateral guidelines, and risk management.
- Build comprehensive and scalable commercial models for the full range of customer finance offerings working with internal and external stakeholders.
- Develop pricing strategies and pricing models for our business opportunities.
- Day-to-day support to sales teams and relevant in-house stakeholders on:

- Commercial structures
- Pricing models
- Capital market trends that impact pricing
- Deal structures and legal frameworks
- Preparation of deal analysis economics for company investment committee review and active participation in investment committee reviews.
- Lead pricing negotiations with vendors, partners, and internal customers.
- Report on and explain the relationship of economic and risk metrics to senior management (e.g., ROI, credit risk assumptions, usage risk assumptions, residual risk assumptions, pricing methods, etc.).
- Develop and maintain an expert-level understanding of regulatory considerations for our EaaS products and the markets in which they are offered.

**Your Profile**:

- You have a knowledge of project and/or asset-based financing and the financing ecosystems.
- You have substantial experience in financial modeling and complex data analysis.
- You can put together solid business cases with supporting ROI/ROE calculations.
- You have a good understanding of the various risk components of EaaS solutions: asset risk, usage risk, operational risk, counterparty risk, funding costs volatility, etc.
- You have a good understanding of the challenges of modern manufacturing and how delivery models that combine hardware, software, and services can help manufacturer

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