Commercial Sales Specialist

Overview

This role involves spearheading collaboration among various sales personnel and business stakeholders to independently meet revenue objectives. The specialist applies advanced insight into client business requirements and expected results, employing ethical selling strategies to fulfill revenue targets. They guide internal sales and management groups through optimized sales procedures, ensuring appropriate investment and customization levels. The position requires proactive identification of business opportunities influenced by deal stages and AI technologies, along with the application of best practices to reach goals.

Key Responsibilities

• Coordinate with sellers and stakeholders to meet revenue goals, utilizing critical resources like deal desks, sales support, partners, and finance to drive outcomes.
• Align commercial strategies with customer needs through active engagement and strategic planning with partners, ensuring tailored licensing and contracts.
• Lead lifecycle management with customer and partner teams to enhance deal structuring that promotes annuity and cloud growth.
• Develop challenger relationships with clients and partners to understand priorities, crafting deals that support company growth and value delivery.
• Analyse competitive positioning and industry trends to advise on pricing and commercial strategies, ensuring internal alignment.
• Guide sales and management teams in executing the sales process, including contract negotiation, amendments, and legal considerations.
• Identify and capitalize on business opportunities such as upselling and expanding market footprint using an understanding of both customer and company strategies.
• Ensure compliance with regulatory and company policies during deal execution, coaching others and managing high-risk situations appropriately.
• Contribute to commercial and account plans by analysing deal history, discounts, and renewals to maximize opportunities.
• Partner in negotiations of complex commercial terms, leveraging strategic approaches and stakeholder engagement to reach optimal outcomes.
• Assess and manage risks associated with contracts, profitability, legal matters, and partner channels, providing guidance on risk escalation.

Qualifications

• Minimum requirement: Bachelor's degree in Business Management, IT, Law, Marketing, Finance, Communication, Education or a related field plus 5+ years of sales and negotiation experience or equivalent.
• Preferred: Master's degree in related fields with at least 6 years experience or an extended tenure in sales and negotiation totaling 7 to 9 years.

Additional Information

The position remains open for at least five days with ongoing application acceptance until filled. The employer practices equal opportunity hiring and supports accommodations during the application process for disabilities or religious needs.