Commercial Strategy Manager
Denver
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 …
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401(k) match Comprehensive benefits package Comprehensive employee benefits package Discretionary bonus Employee benefits package Restricted Stock Units Salary range
Tasks- Build and maintain customer relationships
- Collaborate with internal teams
- Negotiation
- Training
Accounting Communication Critical thinking CRM CRM Tools Deal Strategy Innovation Interpersonal Management Negotiation Objection Handling Pricing strategy Problem-solving Sales Salesforce Sales Strategy Security Strategy Training
Experience5 years
EducationAccounting Advanced degree Bachelor's degree Business
TimezonesAmerica/Anchorage America/Chicago America/Denver America/Los_Angeles America/New_York Pacific/Honolulu UTC-10 UTC-5 UTC-6 UTC-7 UTC-8 UTC-9