Deal Making - Leverage deep understanding of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods.Develop, model, and present pricing scenarios and commercial proposals.Lead internal and external sales and management teams through complex commercial constructs, optimizing the level of investment and customization.Optimize deal structures using both price and non‑price concessions.Craft and execute close plans aligned to customer buying motions, renewals, and negotiations.Align commercial and renewal language to customer understanding and decision‑making processes. Key Capabilities: 5+ years of seasoned negotiation and commercial strategy expertise. Strategic thinking with strong execution discipline. High levels of customer empathy and executive presence. Ability to balance customer value, revenue growth, and risk management. Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience OR 7+ years sales and negotiation experience OR equivalent experience. 5+ years of proven experience in complex enterprise deal making, commercial negotiations, and pricing strategy. Strong understanding of enterprise licensing, contracting, and commercial constructs. Comfortable operating in ambiguous environments and navigating sophisticated customer negotiations. Ability to communicate effectively across all organizational levels, including C‑suite and procurement teams. Demonstrated collaboration skills with cross‑functional sales, legal, finance, and operations teams. Strong business judgment with a compliance‑first mindset. This role supports New Zealand Government customers and may require eligibility to obtain a New Zealand Government security clearance. As a result, candidates must meet applicable clearance requirements, which may include New Zealand citizenship or permanent residency. Employment is contingent upon verification of eligibility and obtaining and maintaining the required clearance.
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