Commercial Business Partner

Job Title: Commercial Business Partner

Overview

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.

What you’ll do

• 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.

What we’re looking for

• 5+ years relevant experience
• Experience modeling in Excel (e.g., Pivots, conditional formulas, etc.).
• Experience working in a CRM system, especially Salesforce.
• Experience working in Microsoft Office Suite and with contract management software.
• Experience working in a software or SaaS company is a plus.
• Experience with CPQ systems is a plus.
• Experience drafting and negotiating SaaS, Software, Professional Services and high-value contracts.
• Understanding of legal, risk, and business impacts to contract language and deal velocity.
• Customer service-oriented mindset.
• Positive, team-oriented attitude with a healthy sense of humor.
• Attention to detail and accuracy.
• Excellent analytical, problem-solving, and research skills.
• Ability to function independently as well as within a team effectively and efficiently.
• Highly organized and flexible, with the ability to prioritize and work effectively on multiple tasks in a demanding, fast-paced environment.
• Excellent written and oral communication skills.
• Ability to quickly adapt in a changing environment.
• Willingness to be flexible with working hours, especially at quarter ends and around year-end holidays, if needed.

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.