Commercial Business Partner

External

Blue Yonder · Bangalore, India

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About the role

The Commercial Business Partner is a pivotal role within the Commercial Desk team, part of the Commercial Excellence organization at Blue Yonder. This team serves as a central hub to guide and support Sales through the internal processes required to close deals. The team collaborates extensively with cross-functional teams such as Legal, Revenue Recognition, Product Management, Pricing, and HQ Approvals. As a Commercial Business Partner, you will act as a trusted advisor on pricing models, sales processes, deal structures, and contracts. You will also be responsible for drafting, reviewing, and managing contracts (including license, maintenance, SaaS and professional services agreements) and other commercial legal documents. You will work collaboratively across Blue Yonder to drive sales productivity, ensuring operational excellence through end-to-end "back office" processes. Your role will involve proactively working with sales to develop and support creative business opportunities, ensuring that proposed deal structures and solutions align with company objectives, approval requirements, and policies.

Responsibilities

Establish and maintain positive, productive working relationships with Sales teams and other key stakeholders.

Assist Sales with pricing SaaS transactions and complex deal structuring/pricing/contracting.

Guide Sales through Commercial Desk processes, including Blue Yonder's internal business approval process, facilitating business approvals for non-standard terms and discounts, and interpreting the Blue Yonder Approval Matrix.

Review, prepare the initial draft, and negotiate customer and partner-facing software, SaaS and services-related orders, SOWs, agreements, and amendments based on established guidelines.

Provide guidance to Sales on acceptable deal structures, fallback positions, acceptable means of handling external customer objections, and pricing.

Develop various alternatives for complex deals and provide scenario analysis to assess the impact of different proposal structures.

Collaborate with Business Practices to create new deal constructs as required to adapt to market demands.

Involve other groups (Revenue Recognition, Legal, etc.) as needed to ensure the impact of non-standard terms is understood by all stakeholders and approvers.

Document obtained deal approvals and other necessary documentation.

Assist Sales with the interpretation and application of Bookings policy, applying bookings value adjustments in Salesforce as needed to ensure accuracy.

Review executed customer agreements to ensure compliance, completeness, and accuracy.

Enforce company contracting guidelines, methodology and standard operating procedures.

Maintain a working understanding of the end-to-end quote-to-cash process.

Work on projects to advance Commercial Desk initiatives and further improve the sales process.

Collaborate with the broader Commercial Excellence team and other back-office teams to streamline and optimize efficiency and operations in the quote-to-cash process.

Stay up-to-date on company processes, products, and new releases.

Train the Sales team on tools and processes related to the Commercial Desk (e.g., pricing, approvals, commercial contracts initial drafts etc.).

Provide high-level customer service to internal and external customers.

Manage escalations or tense situations with professionalism and poise, involving management as needed.

Commercial Business Partner

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