Job DescriptionDrive and support deal structuring of Gracenote's Commercial customer-base, partnering with sales to close the businesses highest valued and/or most strategic opportunities. Own delivery of Commercial proposals and executables through deal structuring, commercial solutioning, and internal approval management. Support objection handling throughout the deal lifecycle, acting as sales primary escalation point 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, supporting possible conflict resolution and program escalations across channels.
Detailed Key Activities:- Own the successful closure of opportunities across Gracenote's Commercial sold-portfolio, driving deal structuring, custom commercial solutioning, approval management, escalation management, and executive communication.
- Partner with sales through negotiations, enabling sales against deal playbook tactics, supporting the delivery of proposals, owning objection handling of key opportunities, as well as supporting counter/close strategies.
- Influence the commercialization roadmap, delivering insights to the Commercial Finance team on commercial construct performance (commitment models, discount structures, incentive mechanisms).
Deliverables: - Management of the Gracenote Commercial 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
- Lead and support the development of process improvements and enhancements to streamline deal support
- Ad hoc reporting, when requested
Qualifications- 6+ years of work experience with relevant experience in deal structuring/strategy, commercial solutioning, and negotiation management (objection handling, counter/close strategies)
- Understanding of deal structure frameworks, commercial strategies, and sales plays (across subscription and consumption-based products)
- 5+ years of direct experience working and supporting Sales on deals
- Ability to work in fast-paced environment, where first-of-kind work led and delivered, without a playbook
- 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.
- Experience with Salesforce, contract management tools, and data analytics software
- Preferred Skills: Prior experience and knowledge of pricing strategies, discounting practices, and revenue optimization techniques
- Education: Bachelor's degree in business, finance, or a related field
Additional InformationHolistic Rewards: We are committed to an inclusive benefits package that supports our employees and their families. This includes comprehensive health and wellness plans, a 401(k) with a Nielsen company match, and a generous paid time off policy. Depending on the role, additional benefits may include a company-provided vehicle and/or discretionary incentive/bonus eligibility.
Compensation Transparency: The posted base salary range is a reasonable estimate that may be adjusted based on the final work location of the selected employee. Individual pay within the range is determined by factors such as experience, training, geography, certifications, and business needs. Beyond base salary, this role may be eligible for bonuses, equity, or other incentives
