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Old 02-20-2011, 04:08 PM
 
1 posts, read 1,992 times
Reputation: 10

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Hi everyone.

I am a consultant for a medium-sized IT consultancy. Currently I make an annual salary, plus benefits. I was just offered a management-level position that has been specifically created for me in the company. The position focuses more on support of winning prospective sales, and then helping to build the team to perform the work upon winning clients. Officially, the position is titled Director of Business Development. They have made it clear they want me to be involved on client teams enough to keep in touch with my technical roots. So, it is probably 75% biz dev and 25% tech lead-type work.

I have a meeting next week with the CEO and board, and I want to be able to negotiate intelligently regarding compensation. Specifically, this position would include some type of commission structure along with a normal salary.

Anyone have tips on negotiating this, or what to expect? I have never had a job that included commission in the compensation. The company makes about $5M a year, mostly in longer-term contracts for services. A commission-able sale could be as low as $20k, or in to the millions for the big multi-year contracts.

I think I know the basics of commission-based compensation, but I want to be sure. Any advice would be appreciated!

Last edited by rung29; 02-20-2011 at 04:31 PM.. Reason: typo
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Old 02-20-2011, 04:50 PM
 
207 posts, read 500,494 times
Reputation: 156
My only tip is if possible negotiate the salary with only 1-2 people at most if possible. If you have so many people there it'll be easier for them to intimidate or shut you down.
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Old 02-20-2011, 06:10 PM
 
Location: NJ
17,574 posts, read 46,060,080 times
Reputation: 16273
Tough one. Personally I would want to see what they offer first and go from there. Then you can try and do some research to see if that is a good deal or not.
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