Senior Manager of Commercial Strategy and Contracts

Senior Manager of Commercial Strategy and Contracts


Job Summary

The Senior Manager of Commercial Strategy and Contracts is a key role in the Sales Operations team responsible for leading the strategy of our complex nonstandard opportunities and commercial terms. They are also responsible for contract management, commercial term drafting, and redlines. This leader manages the team that directly engages with customers in deal negotiations and is responsible for driving growth, increasing average deal size, and ensuring alignment with Workiva business objectives. This role directly and indirectly impacts achievement of overall revenue targets by partnering with internal cross-functional stakeholders to creatively address our customers’ challenges and empower our customers to rapidly grow through innovative solutions.

 

Responsibilities

Deal Strategy and Negotiation

  • Owns and develops the overall strategy for our complex nonstandard deals and customer-facing negotiations
  • Handles exceptionally complex deals and escalations for strategic commercial discussions with Sales, Deal Desk, and the customer in the development of complex nonstandard deals by thoughtfully balancing the “art of the possible” with the desired business objective
  • Coaches team members in building a competitive, value-based commercial deal structure that maximizes the value of the opportunity
  • Guides internal teams and customers in utilizing standard deal structures when possible, but also able to navigate revenue recognition and legal concerns when crafting nonstandard deals; works with Deal Desk to loop in Accounting and Legal when needed
  • Advises Sales and Deal Desk on the competitive situation and creates an actionable strategy to meet the outcomes desired by our customers and our business
Contract Management, Commercial Term Drafting, and Redlines

  • Collaborates with Sales, Deal Desk and Commercial Strategy teams in driving business-critical contract negotiations, redline activities, and internal and external objection handling
  • Advises Deal Desk and Sales on commercial terms, redlines, and contract language
  • Liaises between Deal Desk, Sales, Accounting, and Legal by providing guidance on commonly requested edits, non-standard terms, policies, and frequently asked questions
  • Partners with Deal Desk, Accounting, and Legal to develop order documents, Master Agreements, and related best practices
  • Manages the ownership and improvement of the commercial terms library, which houses all commercial terms, levers, approval requirements, and internal and external objection handling
Internal and External Alignment and Expectation Management

  • Manages escalations by partnering with Sales leadership, and Deal Desk to obtain buy-in including briefing senior management and managing internal and customer stakeholder expectations
  • Inspires and influences internal stakeholders, approvers, and senior management to remove obstacles in order to achieve desired business outcomes with short turnaround times
  • Facilitates alignment through effective communication within internal and external stakeholders and promptly resolves any conflict to encourage productive and positive interactions
  • Manages the hand-off process between Value Management, Deal Desk, and Commercial
  • Contracts to ensure a smooth transition of activities between all teams
  • Collaborates with Deal Desk and Value Management to lead business- critical contract negotiations and objection handling for strategic nonstandard deals
  • Advises Deal Desk on commercial terms strategy, policies, and frequently asked questions
  • Develops and maintains the commercial term playbook including best practices and customer-specific guidelines for unique commercial terms
Leadership and Mentorship

  • Trains, mentors, and coaches internal teams on best practices in negotiations, commercial strategy, commercial terms, pricing analysis, and internal and external objection handling
  • Supports team by ensuring alignment across Deal Desk, Legal, Accounting, and other stakeholders for complex pricing adjustments and nonstandard commercial terms
  • Inspires and influences internal stakeholders and approvers to remove obstacles in order to achieve desired business outcomes with short turnaround times
  • Facilitates alignment through effective communication within internal and external stakeholders and promptly resolves any conflict to encourage productive and positive interactions
  • Recruits, coaches, manages, evaluates, and develops a team of direct reports that lead customer-facing deal negotiations and commercial strategy
Forecast Management

  • Partners with Sales/Sales Ops leadership, Value Management, Deal Desk, and Legal to prioritize key deals and ensure deal closure

 

What You’ll Need

Education

  • Undergraduate Degree or equivalent combination of education and experience in a related field.
Skills

  • Strong listening, written, and verbal communication skills with ability to synthesize and effectively articulate concepts to internal and external cross-functional stakeholders at all levels
  • Ability to remain courteous and professional even during high-stress end-of-quarter deal negotiations
  • Strong organizational and time management skills with ability to work autonomously, set priorities, meet deadlines, and manage multiple projects in a fast-paced, changing environment while exercising sound business judgment and with minimal supervision
  • Can quickly identify gaps, problem solve, and then find creative and sustainable solutions
  • Solid customer-facing analytical and negotiation skills
  • Dedicated to excellent customer service while managing multiple priorities with short turnaround times
  • Ability to be open and honest in communications with all stakeholders – customers and internal stakeholders including but not limited to Sales, Value Management, Deal Desk, Legal, Accounting, and executive management
Experience

  • 8+ years customer-facing deal strategy, pricing strategy, and/or value-oriented negotiation roles including customer-facing interactions and people management, contract management drafting commercial terms, reviewing redlines and redlining customer paper.
  • Experience in architecting deals within a value-based sales process and building a commercial model to support the business case
  • Advanced skills in Microsoft Word, Microsoft Excel, Google Docs, and/or Google Sheets
  • Experience supporting remote and local Enterprise SaaS sales teams
  • Experience with both direct B2B sales models and tiered channel partnership models
  • Experience working with remote cross-functional teams such as Legal, Finance, Product
  • Working knowledge of ASC 606 Revenue Accounting guidelines
  • Salesforce CRM, Salesforce CPQ, and CLM experience preferred

 

Read More Here.

Skills

Posted on

December 2, 2022