Job Description

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.

Strategy: 

 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 ecosystem). 

 Formulate set and manage strategy with the account team to accelerate the sales cycle

 Confirm key decisionmakers and their decisionmaking process

  Identify key levers to create compelling events to drive closure

  Advise and discuss competitive positioning

Deal Structuring:

 Understand the business objectives and will lead or support the account team to create a deal structure that maximizes the opportunitys value and achieves IFSs 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

Negotiations: 

  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

  3rd party negotiators experience

Closure:  

    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

Qualifications :

Overall required competence: 

       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

Remote Work :

No

Employment Type :

Fulltime

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