Commercial Executive

About the role

Ensures that customer, partner, support, and 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.

Develops and manages commercial plan and contributes to account plan for strategic accounts by leveraging AI to map out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. Analyzes deals for risks related to contract growth, partner channel risk, profitability, legal issues, and contracting.

Deep Proactive Engagement The Commercial Executive ensures that customer, partner, support, and 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 Deal Execution Compliance (DEC) where applicable and audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially.

Actively and promptly raises compliance issues as needed through available channels. 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]).

Adheres to security policies and standards, applying proper security classification on internal and customer-facing documentation. Ensures that win/win-compliant deal making occurs while commercial solutions are created.

Develops and manages commercial plan and contributes to account plan for strategic accounts by leveraging AI to map out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. Uses AI tools to analyze customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory. Anticipates and verifies upcoming renewals as appropriate.

Leads or co-leads complex commercial deals. Partners with leaders when negotiating complex commercial terms in collaboration with the account team and Deal Managers. Develops and maintains a deeper understanding of internal and external stakeholders.

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 commercial 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). Embody our culture and values 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., scale partner, 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. Drives adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making.

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.

Commercial Sales IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year. Certain roles may be eligible for benefits and other compensation.