Global Strategic Initiatives Executive, Large Enterprise

Ifs • Itasca, IL

121d • $170,000 - $200,000

About The Position

GSI Executives lead or support an Account Team during the various stages of the Deal Cycle. The individual will participate in various portions of the following phases: Strategy, Deal Structuring, Negotiations, and Closure.

Requirements

• Collaborative.
• Strong Business acumen.
• Excellent presentation skills.
• Strategic mindset.
• Team Player.
• Strong negotiation and influencing skills.
• Ability to lead and juggle multiple engagements at the same time.
• Hard worker and flexible in working time (to support different time zone when required).
• Ability to Support & analyze comprehensive amounts of information (e.g. on existing contracts, previous purchases, customer history).
• Prepare supporting documentation for competitive financial models (e.g., cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity.
• Coordinate various IFS Teams (e.g. Rev Rec, Contracts, Pricing, Finance) deal involvement and input/evaluation.
• Support commercial structure addressing competition and customer requests while preserving revenue recognition and IFS value.
• Support strategy for pricing and discount structure to maximize value.

Responsibilities

• Work with the Account Teams on key strategic deals.
• Lead or support the execution of the deal setting objectives and analyzing key corporate data (such as Corporate reports, Board Members, and eco-system).
• Formulate, set, and manage strategy with the account team to accelerate the sales cycle.
• Confirm key decision-makers and their decision-making process.
• Identify key levers to create compelling events to drive closure.
• Advise and discuss competitive positioning.
• Understand the business objectives and will lead or support the account team to create a deal structure that maximizes the opportunity's value and achieves IFS's business objectives.
• Prepares the Bill of Materials, Cash Flows, and other documents supporting the optimal structure.
• Coordinate the various internal IFS stakeholders (e.g., Revenue Recognition, Pricing, Legal) to gather data and obtain approvals for the deal structures.
• Advise and construct optimal commercial structure addressing competition and customer requests while preserving revenue recognition and IFS value.
• Create existing landscape overview.
• Lead or support the presentation of the proposal to the customer.
• Develop a strategy for pricing and discount structure to maximize value.
• Analyze and confirm the scope of the Bill of Materials.
• Formulate competitive financial models (e.g. cash flow, NPV, deal comparisons, etc.) to use as comparative tools to grow opportunity.
• Experience in coordinating internal stakeholders to support the account teams during ongoing customer negotiations, including commercial aspects of the deal structure.
• Understands issues pertaining to Revenue Recognition, Pricing, Commercial, and Legal, in order to secure optimal results and deal execution.
• Lead or support negotiations of terms and conditions of the Software License and Services Agreement.
• Finalize internal proposal approval.
• Facilitate the release of proposals/contracts.
• Define joint close plan.
• Coordinate various IFS Teams (e.g. RevRec, Contracts, Pricing, Finance) for deal involvement and input/evaluation.
• Able to lead or support the final closure of contractual/legal issues for the deal.
• Finalize terms and conditions with the customer.
• Deliver executable contracts.
• Ensure customer commitment and signature.
• Receive and review signed contracts.
• Ensure internal contractual closure and booking process.

Benefits

• Salary Range: $170,000 to $200,000 plus up to 100% bonus potential.
• Flexible paid time off, including sick and holiday.
• Medical, dental, & vision insurance.
• 401K with Company contribution.
• Flexible spending accounts.
• Life insurance and disability benefits.
• Tuition assistance.
• Community involvement and volunteering events.

What This Job Offers

• Industry: Sporting Goods, Hobby, Musical Instrument, Book, and Miscellaneous Retailers