• 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
• Reliable internet access for any period of time working remotely, not in a Workiva office

Desirable

• 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
• 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
• Travel up to 10% for internal or customer-facing meetings, training, and other requirements