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Job DescriptionAbout this role: Drive and support the deal strategy of Nielsen’s Enterprise customer-base, partnering with sales to close the businesses highest valued and/or most strategic opportunities. Own delivery of Enterprise proposals and executables through deal structuring, commercial solutioning, and internal approval management. Interface with customers directly through negotiations, supporting objection handling throughout the deal lifecycle while managing customers expectations. Act as liaison between sales, finance, product, operations, and legal to effectively identify and resolve internal and external blockers to getting deals done. Identify gaps in Nielsen’s commercial approach, owning possible conflict resolution and program escalations across channels.
Detailed Key Activities:
Own the successful closure of opportunities across Nielsen’s Enterprise sold-portfolio, driving deal structuring and strategy, custom commercial solutioning, approval management, escalation management, and executive communication (C-Suite).
Partner with sales through negotiations, enabling sales against deal playbook tactics (heavy compete/defend), supporting the delivery of proposals, owning objection handling of key opportunities, as well as executing counter/close strategies.
Support broader commercial solutioning efforts, driving market and customer intelligence initiatives, identifying opportunities for commercial construct diversification, as well as successfully implementing commercial segmentation and targeting strategies.
Deliver against KPIs in accordance with the Enterprise Operating Plan, including winning business in targeted segments, delivering against diversified revenue/commitment targets, securing new logos, and driving strategic product upsell/cross-sell.
Influence the Enterprise commercialization roadmap, including the drafting of intelligence documentation (commercial briefs, deal post-mortems), directly managing commercial program betas, as well as participating in commercial counsel round tables and battle rooms.
Deliverables:
Management of the Audience Measurement Enterprise portfolio, including deal closure, direct negotiation support, commercial solutioning, and operational management of opportunities
Delivery of intelligence assets to influence commercial approach and delivery of commercial constructs at scale
Actioning against identified KPIs, delivering results against the Enterprise Operating Plan (driving: new logo, increased ‘Total Contract Value’, increased ‘Average Contract Value’, increased product attach, increased win rate of competitor offensive/defensive plays)
10+ years of work experience with relevant experience in deal structuring/strategy, commercial solutioning, and negotiation management (objection handling, counter/close strategies)
Strong leadership and communications skills to manage expectations across the business, senior stakeholders, and customers
Strong understanding of Enterprise deal structure frameworks, commercial strategies, and sales plays (across subscription and consumption-based products)
Proven ability to effectively close deals against aggressive timelines while resolving external and internal objections
Excellent communication (written/oral) and objection handling skills with experience in senior stakeholder and customer management.
Proficiency in using CRM systems, contract management tools, and data analytics software
Willingness to travel nationally/internationally
Preferred Skills: Prior experience and knowledge of Media/Tech pricing strategies, discounting practices, and revenue optimization techniques
Education: Bachelor’s degree in business, finance, or a related field
For employees outside India and United States: Willingness to serve as a local internal subsidiary director to represent the entity in country, with full support from corporate teams, in governance matters
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