About the role
Ensures that customer/partner support/account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Analyzes deals for risks related to contract growth, partner channel risk, profitability, legal issues, and contracting. - Leads collaborations with various sellers and business stakeholders in order to achieve revenue targets independently. Leverages critical resources (e.g., deal desk, sales support, partners, finance) to drive business outcomes. Contributes to high levels of strategic conversations internally or externally. Proactively engages with others to align commercial strategy to customer needs. Participates in the planning and execution of strategies with partners to ensure that solutions are aligned to customer commercial strategic needs. Applies deep knowledge of solution assessment and expected outcomes to determine how commercial licensing and contracting should be changed to best meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities. Fosters overall success by driving strong team collaboration, cross segment and cross group collaboration. Leads teams by sharing knowledge, supporting the onboarding of others in the same role, and proactively responding to feedback. - Ensures that customer/partner support/account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Maintains and ensures others' sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Partners with high-risk deal desk (HRDD) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues as needed directly to the appropriate compliance organization. Supports less experienced team members in addressing compliance investigations. Pre-empt and advises on potential non-compliance issues and redirect appropriately. Serves as a trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Ensures that win/win-compliant deal making occurs while commercial solutions. - Creates and manages commercial plan/contributes to account plan for strategic accounts by mapping out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. Analyzes customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory. Anticipates and verifies upcoming renewals as appropriate. Partners with leaders when negotiating complex commercial terms in collaboration with the account team and deal manager. Understands stakeholders (priority). Leverages formal negotiation strategies and identifies important factors for successfully negotiating (e.g., anticipates potential vulnerabilities, understands customer measurement of value in order to craft solutions to meet those needs defines walk-away positions). Consults with leaders on rhythm of negotiation team planning and reporting to stakeholders. Utilizes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. - Analyzes deals for risks related to contract growth, partner channel risk, profitability (supported by deal desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal). Identifies issues and potential recommendations for internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems. Simplifies commercial strategies for customers and partners with minimal guidance. Orchestrates the right resources to solve partner issues in deals. Engages with partners (e.g., licensing solution partner [LSP], cloud solution provider [CSP]) in effective ways to establish customer solutions for the benefit of all parties independently. - Leverages knowledge of best practices and strategies to accomplish goals. Understands product strategy per solution area. Analyzes competitive positioning and use cases independently. Provides feedback to align pricing and offers commercial strategies to meet customer needs. Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience. Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 6+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 7+ years sales and negotiation experience or related work or internship experience OR 9+ years sales and negotiation experience OR equivalent experience. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *
