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- Manage relationships with multiple high-stakes partners as a key contributor to drive broader partner strategy.
- Contribute to identifying, creating, negotiating, and implementing effective business development agreements that drive results for Our Client (e.g., bilateral agreements, standardized MOCA templates)
- Contribute to the identification, creation, negotiation, and implementation of effective business development agreements that drive PA results
- Contribute to account/partner scoping, development, and prospecting decisions and manage account priorities and allocation of resources
- Own budgetary requirements and technical and business justification to meet project requirements
- Allocate resources within projects, informing and escalating appropriately when external factors impact execution
- Ability to understand stakeholder needs through dialogue before conducting analysis and making recommendations
- Ability to interpret legal documents and collaborate with attorneys to ensure the drafting of contract language reflects business needs and intents
- Ability to utilize open, closed, and leading questioning techniques to understand underlying beliefs, motivations, and causes for behaviors, needs, and desires
- Knowledge of the customer's organization, industry, competition, and end-customers
- Ability to combine technical and financial data to differentiate and position the value of Our Client's products, services, and solutions to create competitive advantage
- Ability to analyze and apply industry, market, and organizational information to strategies and plans
- Ability to navigate through the sales process using techniques to help customers reach mutually agreed outcomes within a deal
- Ability to discover opportunities to deliver expanded customer value by effectively managing the pipeline throughout the entire sales/customer lifecycle
- Ability to gain commitment to a product, service, or idea from partners, customers, and stakeholders using data and appropriate communication or storytelling methods
- Ability to build trusting, collaborative relationships and rapport with different stakeholders and businesses. This includes being approachable, engaged, authentic, and relating well to people regardless of personality or background
- Ability to interact confidently, clearly, and respectfully with others, especially senior leaders of the organization, to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to effectively address difficult questions, handle pushback from a high-level audience, and maintain a professional demeanor while engaging in difficult or sometimes high-pressure situations
