Job Overview
Location
Indiana, USA
Job Type
Full-time
Category
Sales Manager
Date Posted
February 28, 2026
Full Job Description
đź“‹ Description
- • As a Senior Sales Enablement Specialist at The Nielsen Company, you will be at the forefront of driving and supporting the deal strategy for our most valuable and strategic Enterprise customer opportunities. This pivotal role requires a seasoned professional who can partner closely with our sales teams to navigate complex negotiations, structure innovative commercial solutions, and ensure the successful closure of high-stakes deals.
- • You will own the end-to-end delivery of Enterprise proposals and executables, meticulously managing deal structuring, commercial solutioning, and the internal approval processes. Your expertise will be crucial in shaping the financial and strategic aspects of our most significant customer engagements.
- • A key aspect of this role involves direct customer interaction. You will engage with clients through negotiations, providing expert support in objection handling throughout the entire deal lifecycle, and adeptly managing customer expectations to foster strong, lasting relationships.
- • You will serve as a critical liaison, bridging the gap between sales, finance, product, operations, and legal departments. Your ability to effectively identify and resolve internal and external blockers will be paramount in ensuring the smooth and timely progression of deals.
- • Beyond individual deal management, you will proactively identify gaps and opportunities within Nielsen’s commercial approach. This includes taking ownership of potential conflict resolution and managing program escalations across various channels, contributing to the continuous improvement of our sales processes.
- • You will be instrumental in driving the successful closure of opportunities across Nielsen’s Enterprise sold-portfolio. This encompasses leading deal structuring and strategy development, crafting bespoke commercial solutions tailored to client needs, managing the internal approval workflow, overseeing escalation management, and facilitating executive-level communication with C-suite stakeholders.
- • Your role will involve close partnership with sales teams during negotiations, equipping them with deal playbook tactics, particularly for competitive and defensive scenarios. You will support the delivery of compelling proposals, take the lead on handling objections for key opportunities, and execute effective counter and close strategies to secure wins.
- • You will contribute to broader commercial solutioning efforts by driving market and customer intelligence initiatives. This includes identifying avenues for diversifying our commercial constructs and successfully implementing strategies for commercial segmentation and targeting to maximize market penetration and revenue.
- • Performance in this role will be measured against key performance indicators (KPIs) aligned with the Enterprise Operating Plan. This includes achieving targets for winning business in targeted segments, delivering against diversified revenue and commitment targets, securing new logos, and driving strategic product upsell and cross-sell opportunities.
- • You will have a significant influence on the Enterprise commercialization roadmap. This involves drafting critical intelligence documentation, such as commercial briefs and deal post-mortems, directly managing commercial program betas, and actively participating in commercial counsel roundtables and battle rooms to shape strategic direction.
- • Key deliverables include the comprehensive management of the Audience Measurement Enterprise portfolio, encompassing deal closure, direct negotiation support, commercial solutioning, and the operational management of opportunities. You will also be responsible for delivering intelligence assets that influence our commercial approach and the scalable delivery of commercial constructs.
- • Ultimately, your success will be measured by your ability to action against identified KPIs and deliver tangible results against the Enterprise Operating Plan, contributing to increased Total Contract Value, Average Contract Value, product attach rates, and win rates for offensive and defensive plays against competitors.
🎯 Requirements
- • 10+ years of relevant work experience in deal structuring/strategy, commercial solutioning, and negotiation management (including objection handling and counter/close strategies).
- • Strong leadership and communication skills, with a proven ability to manage expectations across internal business units, senior stakeholders, and external customers.
- • Deep understanding of Enterprise deal structure frameworks, commercial strategies, and sales plays, applicable to both subscription and consumption-based products.
- • Proven track record of effectively closing deals against aggressive timelines while adeptly resolving both external and internal objections.
- • Excellent written and oral communication skills, coupled with strong objection handling capabilities and experience in managing senior stakeholders and customers.
- • Proficiency in utilizing CRM systems, contract management tools, and data analytics software.
- • Willingness to travel nationally and internationally as required.
- • Preferred: Prior experience and knowledge of Media/Tech pricing strategies, discounting practices, and revenue optimization techniques.
- • Preferred: Bachelor’s degree in business, finance, or a related field.
🏖️ Benefits
- • Comprehensive health and wellness plans.
- • 401(k) retirement plan with a Nielsen match.
- • Generous paid time off (PTO) policy.
- • Company-provided car for qualifying employees.
- • Discretionary incentive/bonus program for eligible employees.
- • Inclusive benefits package designed for all employees and families.
- • Rewarding holistic compensation based on role and performance.
Skills & Technologies
Senior
Remote
Degree Required
About The Nielsen Company (US), LLC
Nielsen Holdings plc, known as Nielsen, is a global measurement and data analytics company. It provides data on what people watch and listen to. Nielsen's data is used by media companies, advertisers, and agencies to understand audiences and make decisions. The company collects information through various methods, including surveys, set-top box data, and digital measurement tools. Nielsen operates in over 100 countries, offering insights into consumer behavior across television, radio, digital media, and emerging platforms. Their mission is to provide the most complete and unbiased view of consumers and markets worldwide.
