Own and lead the commercial strategy for highly complex and high‑impact DIB accounts, often involving large deal sizes, long sales cycles, and elevated risk. Shape multi‑year, multi‑affiliate, and non‑standard deal constructs, balancing growth, margin, compliance, and customer outcomes. Serve as the senior commercial authority on assigned accounts guiding strategy well before formal negotiations begin. Apply deep understanding of DIB customer environments, including regulatory sensitivity, government adjacency, and security‑driven workload considerations. Advise account teams on appropriate commercial approaches across commercial and government cloud environments, aligned to customer mission needs. Navigate complex customer structures (subsidiaries, global entities, joint ventures) common in the defense ecosystem. Influence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority. Act as a commercial thought leader and mentor to peers and account teams, raising the overall commercial bar within the DIB OU. Resolve ambiguity and unblock deals by driving alignment across competing priorities. Operates with minimal guidance and high trust Owns highly complex, sensitive, and high risk deals in the portfolio‑risk deals Influences strategy beyond individual deals, shaping commercial best practices for the DIB OU Recognized as a senior commercial expert by peers and stakeholders Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience OR 12+ years sales and negotiation experience OR equivalent experience. 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 customers 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. Citizenship & Citizenship Verification: This role will require access to information that is controlled for export under U.S. export control regulations, potentially under the International Traffic in Arms Regulations or the Export Administration Regulations. As a condition of employment, the successful candidate will be required to provide proof of citizenship, for assessment of eligibility to access the export-controlled information. To meet this legal requirement, citizenship will be verified via a valid passport. Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience OR 15+ years sales and negotiation experience OR equivalent experience. Background in enterprise sales, finance, legal, or commercial operations within regulated industries. Experience structuring and closing large, multi‑year strategic agreements. Strong collaborator who enjoys working with a wide range of personality styles and across various teams and functions. Extensive experience leading complex enterprise deal making and negotiations. Demonstrated success operating independently in high ambiguity, high risk environments.‑ambiguity, high‑risk environments Strong command of commercial frameworks, contracting principles, and governance standards. Proven ability to influence senior stakeholders and drive outcomes without authority. Strong executive communication and decision making skills.‑making skills. High emotional intelligence (EQ), with the ability to navigate...
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