Commercial Executive, Federal - CTJ - TS/SCI

Full Job Description

• Lead commercial strategy for complex Federal opportunities, renewals, amendments, expansions, and transformational cloud deals. - Build pricing scenarios, multiple equivalent offers, concession strategies, and investment recommendations. - Ensure deal structures are executable, compliant, profitable, and aligned to customer procurement requirements. - Anticipate upcoming renewals and develop commercial plans that support timely, high-quality deal execution. Negotiation Strategy and Execution - Own or co-lead negotiation strategy with account teams, Deal Managers, and senior stakeholders. - Define negotiation objectives, customer value drivers, fallback positions, walk-away positions, and escalation paths. - Engage directly with customer procurement, business, technical, and executive stakeholders. - Handle objections, clarify commercial terms, and negotiate contractual amendments within empowerment. - Drive accountability for negotiation outcomes and maintain momentum through close. Federal Customer and Partner Engagement - Serve as a trusted commercial advisor to Federal customers and internal sales leadership. - Understand Federal acquisition cycles, mission priorities, contracting constraints, partner/channel dynamics, and compliance obligations. - Orchestrate support from partners, CSPs, services, finance, CELA, operations, and technical teams to resolve commercial issues. - Translate complex licensing, pricing, and contracting concepts into clear customer-ready recommendations. Revenue Growth and Sales Execution - Contribute to account and territory planning for strategic Federal accounts. - Identify upsell, cross-sell, cloud expansion, Copilot, AI, Security, and transformational growth opportunities. - Use pipeline metrics, close rates, competitive insights, customer history, consumption data, and AI-enabled analysis to improve deal quality and velocity. - Support achievement of revenue, consumption, renewal, and share-growth targets. - Ensure the appropriate value proposition, deployment considerations, and lifecycle management plan are reflected in the deal strategy. - Lead cross-functional teams without direct authority to resolve blockers and land outcomes. - Create clarity across account teams, leadership, partners, and support organizations. - Share best practices, improve commercial processes, and support onboarding or coaching of other Commercial Executives. - Build durable stakeholder trust through judgment, responsiveness, commercial expertise, and executive presence. 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. government security screening requirements are required for this role. but are not limited to the following specialized security screenings: The successful candidate must have an active U.S. Government Top Secret/SCI Security Clearance. You will be asked to provide clearance verification information prior to an offer of employment. background check upon hire/transfer and every two years thereafter. Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local United States government agency customer and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government Clearance - Master's degree in Business Management, Information Technology, Law, Marketing, Finance, or related field. - 9+ years of enterprise sales, negotiation, commercial licensing, public sector contracting, Federal sales, deal desk, finance, procurement, or related experience. - Experience structuring complex enterprise agreements, cloud commitments, amendments, renewals, or transformational technology deals. - Strong executive presence with experience influencing senior internal and external stakeholders. - Demonstrated ability to balance customer outcomes, compliance, profitability, and revenue growth. - Commercial negotiation - Licensing and contracting strategy - Federal/public sector business acumen - Deal modeling and pricing scenarios - Pipeline and renewal management - Identify and assess risks related to profitability, legal terms, partner/channel structure, contracting, concessions, compliance, and deal execution. - Escalate risks through appropriate channels and partner with Deal Execution Compliance, audit, finance, CELA, and business conduct teams as needed. - Coach account teams on compliant deal-making and reinforce a culture of integrity, accountability, and policy discipline. - Protect confidential information and apply appropriate security classification to internal and customer-facing materials. - Executive stakeholder influence

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