Vice President - Deal Management and Commercial Solutions

Profile

Vice President - Deal Management and Commercial Solutions
The candidate will restructure, implement and sustain global deal management and review process. Will formalize an agreed process with Sales, Pricing, Product, Services, Finance leadership. Create a repository for special pricing/deal terms. Refine and streamline communication with deal approval flow. Establish and manage SLAs for deal approvals. Maintain global commercial solutions playbook. Contribute to sales enablement of key commercial solution strategies. Executive point of contact for complex pursuits. Interface with senior Firm’s and Visa leaders as well as senior executives within our partner ecosystem in determining optimal financial and negotiating strategies. Serve as interface to senior executive client contacts for financial proposal and term negotiations. Collaborate with sales teams and sales operations on end to end deal process. Central point of contact for deal analysis for large and strategic deals (FP&A gets pulled into these already – need a consistent engagement model). Provide regional deal approval governance framework. Standard financial and commercial analysis and modeling; standardization of models for regions. Tracking post-mortem deal approval performance; provide insights to optimize pricing, deal structures and other commercial terms. Utilize global team for best practices and capacity scaling. Collaborate with Sales Excellence, Pricing and Finance teams on pricing and global sales acceleration strategies including; customer-facing financial proposal artifacts as well as field-facing calculators and sales aids. Assist sales in financial selling, including development and presentation of financial business cases and financial proposal content. Lead global bid management function. Establish globally consistent process for bid management and response while accounting for regional needs. Utilize global team for best practices and capacity scaling. Partner with Sales, Product, Legal, Marketing and other entities for streamlined, scalable model, e.g., develop integrated review and approval processes for all commercial and legal terms.

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