Commercial Executive
Core
Lead internal and external sales and management teams through commercial construction, optimizing investment and customization to maximize qualified medium-to-complex commercial opportunities.
Role type
Senior Commercial Executive (Deal Making Lead)
Builds
Compliant commercial solutions, Cloud upsell strategies, and renewal processes for strategic accounts.
Domain
Cloud services / Enterprise Software Sales
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure | physical/clinical work
Required skills
Deal customization, pricing and non-price concessions, account planning, renewal management, commercial opportunity analysis, deal execution, MCA-E opportunity identification, Unified attach rate optimization, Deal Agent adoption, Tranche Framework implementation
Preferred skills
Strategic account mapping, coach sellers, address deal blockers, accelerate adoption
Technologies
Copilot, Deal Agent, Tranche Framework
Responsibilities
Optimize deal customization leveraging price and non-price concessions; Create and manage the commercial plan for strategic accounts; Analyze customer commercial opportunity history including discounts and concessions; Anticipate and verify upcoming renewals and lead renewal processes; Construct compliant commercial solutions to maximize ACR and drive Cloud upsell; Identify MCA-E opportunities during account planning; Close eligible workloads and expiring EAs on MCA-E and MCA-E/CSP; Adopt Deal Agent and adhere to Tranche Framework when launched.
Seniority
Senior, hands-on IC
