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About this role: Drive and support the deal strategy of Nielsen’s Enterprise customer-base, partnering with sales to close the businesses highest valued and/or most strategic opportunities. Own delivery of Enterprise proposals and executables through deal structuring, commercial solutioning, and internal approval management. Interface with customers directly through negotiations, supporting objection handling throughout the deal lifecycle 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, owning possible conflict resolution and program escalations across channels.
Own the successful closure of opportunities across Nielsen’s Enterprise sold-portfolio, driving deal structuring and strategy, custom commercial solutioning, approval management, escalation management, and executive communication (C-Suite).
Partner with sales through negotiations, enabling sales against deal playbook tactics (heavy compete/defend), supporting the delivery of proposals, owning objection handling of key opportunities, as well as executing counter/close strategies.
Support broader commercial solutioning efforts, driving market and customer intelligence initiatives, identifying opportunities for commercial construct diversification, as well as successfully implementing commercial segmentation and targeting strategies.
Deliver against KPIs in accordance with the Enterprise Operating Plan, including winning business in targeted segments, delivering against diversified revenue/commitment targets, securing new logos, and driving strategic product upsell/cross-sell.
Influence the Enterprise commercialization roadmap, including the drafting of intelligence documentation (commercial briefs, deal post-mortems), directly managing commercial program betas, as well as participating in commercial counsel round tables and battle rooms.
Management of the Audience Measurement Enterprise 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
Actioning against identified KPIs, delivering results against the Enterprise Operating Plan (driving: new logo, increased ‘Total Contract Value’, increased ‘Average Contract Value’, increased product attach, increased win rate of competitor offensive/defensive plays)
10+ years of work experience with relevant experience in deal structuring/strategy, commercial solutioning, and negotiation management (objection handling, counter/close strategies)
Strong leadership and communications skills to manage expectations across the business, senior stakeholders, and customers
Strong understanding of Enterprise deal structure frameworks, commercial strategies, and sales plays (across subscription and consumption-based products)
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.
Proficiency in using CRM systems, contract management tools, and data analytics software
Willingness to travel nationally/internationally
Preferred Skills: Prior experience and knowledge of Media/Tech pricing strategies, discounting practices, and revenue optimization techniques
Education: Bachelor’s degree in business, finance, or a related field preferred
Enabling your best to power a better media future. Our comprehensive benefits package (including health & wellness plans, 401(k) retirement coupled with a Nielsen match, a generous paid time off policy, company provided car for those who qualify, and if eligible, a discretionary incentive/bonus) is designed to be inclusive for all employees and families, and we take pride in ensuring that employees are rewarded holistically for the role they are doing and their performance.
A reasonable estimated salary range for a new employee has been provided. It would be adjusted based on each employee's geographic location. The position of each employee within a compensation range at Nielsen is dependent on several individual circumstances, such as experience, training, certifications and other business requirements/needs.
Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.
Please be aware that job-seekers may be at risk of targeting by scammers seeking personal data or money. Nielsen recruiters will only contact you through official job boards, LinkedIn, or email with a nielsen.com domain. Be cautious of any outreach claiming to be from Nielsen via other messaging platforms or personal email addresses. Always verify that email communications come from an @nielsen.com address. If you're unsure about the authenticity of a job offer or communication, please contact Nielsen directly through our official website or verified social media channels.
At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future.
Originally posted on Himalayas