Commercial Strategy Manager

The Commercial Strategy Manager is an individual contributor role responsible for directly engaging with enterprise-level customers on strategic, complex nonstandard opportunities that will drive growth while ensuring alignment with Workiva business objectives. This position partners with internal cross-functional teams to strategize and lead deal engagement by creating an actionable strategy, contract negotiation, and deal structure.

What You'll Do

• Act as the primary point of contact for assigned sellers, addressing their needs and concerns promptly to help close customer deals

• Lead contract and deal negotiations, redline activities, objection handling, etc. and ensure alignment with the desired business objectives to create a competitive, value-based commercial deal structure that maximizes the value of the opportunity

• Guide Sales and the customer to utilize standard deal structures when possible

• Partner with the customer, Sales, and Value Management team to help set objectives, analyze priorities, and ensure customer executive alignment on the strategy for the opportunity

• Navigate revenue recognition and legal concerns when crafting nonstandard deals

• Collaborate with Sales, Deal Desk, Accounting and Legal teams when needed to craft desired outcomes for our customers and our business

• Inspire and influence buy-in by briefing senior management and managing internal and customer stakeholder expectations

• Build and maintain strong, long-lasting customer relationships with major enterprise accounts sales teams

What You'll Need

Minimum Qualifications

• 5+ years in customer-facing deal strategy, pricing strategy, and/or value-oriented negotiation roles

• 5+ years in reviewing redlines, drafting non-standard commercial terms, and redlining customer paper as related to Master Agreements and Sales Orders

• 5+ years experience in architecting deals within a value-based sales process and build a commercial model to support the business case

• Working knowledge of ASC 606 Revenue Recognition rules strongly preferred

• Bachelor’s degree; an advanced degree may be considered in lieu of professional experience

Preferred Qualifications

• Experience in a commercial sales strategy role preferably in a high-growth technology company

• Excellent verbal, written, and interpersonal communication skills

• Ability to build internal and external relationships, influence change, and ensure alignment at all levels

• Strong critical thinking and problem-solving abilities

• Proficiency in CRM tools, preferably Salesforce

• Proven track record of working collaboratively in meeting or exceeding sales targets and driving customer satisfaction

• Experience in contract negotiations and managing complex sales cycles

Travel Requirements & Working Conditions

• Up to 10% for internal or customer-facing meetings, training, and other requirements

• Reliable internet access for any period of time working remotely, not in a Workiva office

How You’ll Be …