Deal Manager

Work with customers to negotiate pricing, licensing terms, and deal conditions necessary to sign agreements. Collaborate with sales, legal, and business groups to identify and resolve agreement issues. Ensure sales and negotiation strategies adhere to established guidelines, policies, and legal standards. Deep Proactive Engagement Keeps up to date with best practices and strategies. Understands product and services strategy per solution area. Informs stakeholders about what works and what does not. Analyzes competitive positioning and use cases. Provides feedback to align pricing and offer strategy to meet customer needs. Provides alternatives and recommendations internally and externally (e.g., multiple solution areas, multiple industries). Gathers and provides feedback to inform recommended changes. Initiates discussion for real-time changes and future innovation. Aligns business strategies across their region, and provides product feedback. Identifies and closes the gap between customer needs and available solutions, and recommends solutions to solve gaps. Exemplifies learning and understanding of local subsidiary strategy. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Crafts value-based solutions. Represents customer requirements in proposals, and translates requirements into proposals. Identifies issues and potential recommendations for internal stakeholders to help to solve customer issues. Leverages current knowledge about customer priorities and industry challenges and competitive landscape. Recognizes that customer success is reliant on their actions and structures deals that help the customer achieve their goals. Ensures that customers are protected when developing strategies/solutions. Takes feedback given from customers and provides it to relevant internal parties in order to make improvements. Understands, anticipates, and contributes to business opportunities which vary based on deal lifecycle and advanced data input (e.g., cross-sell/upsell, expanding footprint, transformational). Leverages knowledge to and contributes to efforts to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Contributes to the analysis of product and solution margins, profitability, customer return of investment (ROI), benchmarking, and lifetime value (LTV). Optimizes for the right level of investment and customization. Orchestrates across stakeholders with appropriate breadth and depth. Works with stakeholders to ensure success across Engineering, Operations, Services Delivery, and Compliance. Orchestrates across stakeholders. Finalizes legal amendments reflecting operational and other requirements. Codifies in legal form any custom concessions granted in specific customer situations. Demonstrates fundamental understanding of customer business needs and desired outcomes. Contributes to developing deal scenarios and proposals. Develops industry knowledge and competitive analysis to contribute to crafting solutions. Understands what customer does and how, and aligns deal solutions to business outcomes. Contributes to early engagement, planning and ideation process. Engages in challenger conversations appropriately. Understands how to deliver solutions to customers. Leverages investment opportunities (e.g., financing, ECIF/ACO) where available to further commercial outcomes. Responds to customer issues (e.g., contracting, pricing). Stays up-to-date on knowledge of product and services offerings, licensing, and industry. Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align strategy to customer needs. Serves as trusted business partner to influence customers to solutions aligned to customer strategic needs, including collaboration across product and engineering or domain and account teams. Ensures the offer meet customer needs. Drives accountability/alignment in resolving cross-functional issues to successful conclusion. Serves as trusted advisor to executives as well as peers (e.g., reviewing deals and structure of deal with peers, developing stronger deals through lessons learned). Develops a regular schedule of engaging with field sellers (e.g., commercial executives, account teams) regularly to understand and align on the commercial plan for strategic accounts and address non-strategic account asks ad hoc. Understands how to look at customer data (e.g., customer spend history, inclusive of discounts, concessions, and consumptions) to support the development of an account plan or deal close plan. Makes decisions looking at all investments and concessions in totality. Leverages all elements to build a competitive deal. Understands industry trends and competitive threats and optimizes margin at the company level. Follows required policies and governance to ensure the executed contracts accurately reflect the totality of the agreement, are properly documented, approved, and stored. Proactively fosters adherence to volume licensing, services, and other company policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, and providing guidance for consistent deal making. Works with high risk deal desk (HRDD), Corporate, External, and Legal Affairs (CELA), Control and Compliance (CNC), and audit teams, leveraging relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues as needed directly to appropriate legal personnel. Supports less experienced team members in addressing compliance investigations. Pre-empt and advise on potential non-compliance issues and redirect appropriately. Acts as trusted advisor on compliance (e.g., GDPR). Takes active interest in corporate governance and compliance, staying up-to-date on compliance issues and shares knowledge with others. Takes ownership for problems, and steps toward solutions for future situations on a long-term perspective. Holds responsibility to report to the office of legal compliance if misconduct is identified. Maintains awareness of issues that may raise compliance flags in deals. Ensures that deals are structured to avoid compliance challenges. Proactively seeks consultation when encountering unfamiliar situations or are confused. Defines and negotiates complex commercial terms, with collaboration from collaboration with the Account Team. Leverages understanding of stakeholders (e.g., their priorities) to develop negotiation strategies and anticipate potential vulnerabilities. Leverages understanding of customer measurement of value in order to craft solutions to meet those needs, embeds consumption, and defines walk-away positions. Defines rhythm of negotiation team planning and reporting to stakeholders. Has formal negotiation plan, including multiple equivalent offers (MEO), trades, consequences of no agreement. Orchestrates negotiation team, drafts amendments that clearly describe deal. Ensures that all stakeholders up to the executive level are aligned on the negotiation strategy. Engages in strategies that support long-term protection of business and mitigating risk. Synthesizes analysis of deals for risks related to contract growth, partner channel risk, profitability, legal issues, contracting. Coaches others on assessment and escalation of risk as needed. Uses both corporate and local resources, and keeps up to date with current tools. Considers implications for future deals, including precedent-setting implications and potential negative consequences (e.g., leakage). Develops strategy to leverage third parties appropriately. Ensures that all aspects of a deal across all products and investments (e.g., risk) are considered when evaluating deals. Structures deals through lens of the company strategy, market, competition, customer needs, benchmarking, precedence, and compliance with a solutions oriented mindset. Bachelor's Degree in Business Management, Information Technology, Marketing, or related field AND 6+ years sales and negotiation experience or related work or internship experience OR equivalent experience. Master's Degree in Business Management, Information Technology, Marketing, or related field AND 6+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Marketing, or related field or related field AND 8+ years sales and negotiation experience or related work or internship experience OR equivalent experience. Volume Licensing and/or Contract management experience