Deal Desk Manager

As a Deal Desk Manager, you will play a pivotal role in driving revenue growth and optimizing deal structures within our AMER region. You will collaborate with cross-functional teams, including Sales, Finance, Legal, and Operations, to ensure that deals are structured in a way that aligns with company goals, maximize profitability, and mitigate risks. Your analytical skills, attention to detail, and ability to navigate complex business scenarios will be crucial in this role. You will report to the Manager, AMER Deal Desk and contribute directly to the success of our GTM operations.

Deal Structuring and Pricing:

• Collaborate closely with the Sales team to craft optimal deal structures, considering customer requirements, the competitive landscape, and strategic goals.
• Analyze pricing models, discounting strategies, and contractual terms to ensure alignment with company pricing guidelines and profitability targets.
• Formulate recommendations for pricing adjustments, discounts, and terms, balancing revenue objectives with competitive positioning.
• Act as an SME in complex/non-standard deal requests, special pricing, operational matters, approval policies, commercial terms, and the resolution of deal-related issues and sales escalations.

Revenue Optimization:

• Conduct thorough financial analysis of proposed deals to assess potential impact on overall revenue, margins, and cash flow.
• Collaborate with Sales to identify risks and opportunities associated with deal negotiation and revenue recognition.

Quoting and Approval Processes:

• Oversee the end-to-end deal approval process, ensuring strict adherence to internal policies and guidelines.
• Assist in the preparation of non-standard quotes and meticulously review deal quotes, proposals, and contracts for accuracy and consistency.
• Collaborate with Legal and Finance teams to review contractual terms, ensuring compliance and mitigating risk.

Deal Governance and Documentation:

• Maintain accurate and organized records of all deal-related documentation, including contracts, amendments, and communication trails.
• Develop and update deal playbooks, templates, and guidelines for Sales teams to streamline deal creation and approval processes.
• Provide guidance and training to the sales team on advanced deal desk processes, pricing guidelines, and intricate contract terms.

Cross-functional Collaboration:

• Work closely with Sales, Finance, Legal, and Operations teams to gather necessary information, resolve issues, and provide expert guidance on deal-related matters.
• Collaborate with Sales Enablement to deliver comprehensive training and support on deal desk processes and tools, enhancing the overall effectiveness of the sales team.

Process Improvement:

• Continuously evaluate and recommend improvements on Deal Desk processes, tools, and workflows for improved efficiency and scalability.

• Bachelor's degree in Business, Finance, Management, or a related field.
• 3-5 years of experience in a Deal Desk or Pricing Analyst role with a global sales team, in the Saas industry.
• Demonstrated experience demonstrating negotiation, analytical and excellent critical thinking skills working on complex deals involving in-depth gathering and evaluation of variable factors to make informed and solid deal decisions. 
• Experience reviewing, drafting or responding to non standard contractual commercial terms
• Demonstrated CRM experience, preferably in Salesforce (CPQ).
• Strong analytical skills with the ability to gather, compile and analyse financial data and provide actionable insights.
• Proficiency in G-Suite and Microsoft Office Suite, particularly demonstrating advanced skill in spreadsheet (Excel/Googlesheet).
• Ability to think outside the box on nonstandard deal constructs providing solid deal recommendations considering risk factors and revenue recognition impacts

You are perfect for this role if you: 

• Thrive in a fast paced environment.
• Demonstrate proactive execution, sound business judgement and strategic focus. 
• Excel as an outstanding communicator with meticulous attention to detail in relation to all levels of management
• Self-motivated with prior experience in handling intricate and complex tasks.
• Collaborate effectively to identify and propose solutions for system gaps and process improvements, enhancing the efficiency of workflows.
• Embrace a growth mindset with the ability to navigate ambiguity.
• Have an understanding of the sales professional’s role.

The base salary range for this position is $115,000-$145,000, plus bonus & RSU's. The pay range actually offered will take into account a variety of potential factors considered in compensation, including but not limited to skills, qualifications, geographic location, accomplishments, experience, credentials, internal equity and business needs, and may vary from the range listed above.

• Health care including medical, dental, and vision insurance
• 401k Plan with employer contribution

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