About the role
Deal Making Lead internal and external sales and management teams through commercial construct, optimizing for the right level of investment and customization. Optimize deal customization leveraging price and non-price concessions. Identify business opportunities that vary based on deal lifecycle and AI (Copilot and new offerings). Create and manage the commercial plan / contribute to the account plan for strategic accounts, mapping how to maximize qualified medium-to-complex commercial opportunities. Analyze customer commercial opportunity history, including discounts, concessions, and consumption across the territory. Anticipate and verify upcoming renewals; lead renewal processes with account teams to maximize on-time revenue and recapture rate. Construct compliant commercial solutions to maximize renewals. Identify renewal opportunities during account planning; inform strategy, coach sellers, accelerate adoption, and address deal blockers. Close eligible workloads and expiring contracts Adopt Deal Agent and adhere to Tranche Framework when launched. Take all relevant steps to ensure deal execution is successful. Ensure adherence to commercial solutions policy for deal execution, including regulatory laws, local market principles, company policies, and guidance for consistent deal making. Collaborate with Internal and Partner teams. Model integrity and ethical behavior daily; full adherence to company policies and processes. Complete 100% of required Compliance Trainings by due date. Cooperate with audits, investigations, and remediation actions; proactively identify and escalate role-inherent risks. Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years of sales and negotiation experience (or related work / internship experience) OR 7+ years of sales and negotiation experience OR equivalent experience. 5+ years of experience with deal strategy, deal execution, and contractual negotiations. 5+ years of experience in customer-facing commercial roles and presenting to C-Level executives. Seasoned sales and negotiation professional, unafraid of conflict. Positive attitude and passion for working with customers and partners. Comfortable speaking at all organizational levels — from CxO to procurement / purchasing teams. Strategic, long-term thinker, able to analyze data to identify trends, risks, and opportunities. Team player and collaborative — high-performing individualists will not succeed in this role. In-depth and strategic understanding of licensing, cloud principles and contracting. Ability to simplify complex legal and commercial constructs. Proficiency in consultative selling. Strong commercial acumen and judgment. Industry knowledge and ability to leverage competitive analysis to craft commercial solutions. Understanding of the MCEM Framework and sales process compliance. Ability to de-risk revenue in peak periods through on-time renewal rigor and early/right submission. Active interest in corporate governance and compliance.
