Commercial Strategy Manager

About the position

The Commercial Strategy Manager will collaborate with sales to define deal strategies, offer guidance on deal structures, and lead client negotiations. You will ensure that sales strategies align with Medidata's goals, translating the value of 3DS LSE offerings into deals that increase terms. The Manager also creates successful deal outcomes through strategic planning. Additionally, you will manage complex deals, communicates customer requirements, and focus on securing renewals and product expansions. You will report into the Director of Commercial Strategy and Enterprise Agreements.

Responsibilities

• Work with sales to define specific deal strategy and plan of pursuit. Provide strategic guidance on deal structure and client-facing deliverables.
• Engage and lead in direct client negotiations. Collaborate with sales on sales strategy, creating compelling events and driving successful outcomes.
• Translate the value proposition of 3Ds LSE offerings into deal structures that lead to optimized terms and conditions for us.
• Manage complex deal structures, working with Sales representatives to explain customer requirements, the business case, and deal value both internally and externally.
• Position agreements for us/ our clients long-term success, including renewals, product/category expansion and adoption.
• Internal alignment across multiple key stakeholders; including sales, finance, legal, operations.

Requirements

• 5+ years of experience with complex software solutions and SaaS
• Minimum 5 years experience with growth technology environments either directly at such a company, or indirectly through a consulting relationship
• BS/BA Required
• Successful track record in complex deal structures and negotiations.
• Ability to engage and scale at every level of a client's organization. Negotiation, and Analytics skills.
• Familiarity with SaaS pricing models and typical SaaS legal terms and conditions
• Comfortable presenting and engaging with teams, customers, and executive management.
• Ability to understand client perspectives, simplify complex problems, and provide creative alternatives.
• Experience in Enterprise Software Sales or Management Consulting
• Experience preparing executive level presentations
• Experience working with Contract Resource Organizations (CROs)
• Ability to work at all levels within an organization (C-Suite to operational layers)
• Customer Experience establishing communication and engagement with prospects

Benefits

• Medical insurance
• Dental insurance
• Life insurance
• Disability insurance
• 401(k) matching
• Flexible paid time off
• 10 paid holidays per year