Question 1

How would you build a plan for a multi-stakeholder deal?

Accepted Answer

I would identify the economic buyer, technical evaluator, daily user, legal or procurement contact, and any executive sponsor. Then I would clarify what each person cares about, what decision criteria they use, and where resistance may appear. I would create a plan that maps meetings, value messages, proof points, and next steps for each stakeholder.

Question 2

A prospect asks for a large discount before legal review. How would you handle the negotiation?

Accepted Answer

I would avoid negotiating price without understanding the reason and tradeoff. For example: I can discuss pricing, but I want to understand what is driving the discount request. Is it budget, comparison with another vendor, or internal approval? If we adjust commercial terms, we should also discuss scope, timing, contract length, or payment terms. This keeps negotiation tied to value and mutual commitment.

Account Executive

Topics

Experienced Deal Progression, Negotiation & Forecasting

Mock Interview

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