Manager, Deal Desk - United States

Responsibilities:

• Manage the Deal Operations Function within Revenue Operations and assist with Deal Structuring, Quoting and Pricing, Special Terms, Auditing Deals, and Exception Approvals Management.
• Lead a global team of deal desk analysts
• Maintain the deal desk playbook which serves as both the internal deal desk process guide and any how to process for the sales team at large.
• Serve as the point of contact and subject matter expert on deal constructs, special pricing, operations, and revenue policies for addressing obstacles to deal closure and other sales escalations.
• Oversee the instruction of the “How To Quote'' phase of sales onboarding by guiding and coaching in the most efficient, best-practice processes while protecting the Company’s best interests. This includes collaborating with sales enablement to ensure the completion and effectiveness of training.
• Anticipate Sales teams' business needs through regular participation in pipeline reviews and forecast calls
• Partner and collaborate with cross-functional teams including Sales, Finance, Accounting, Billing, Operations and Legal to review and prepare approval requests for non-standard deal elements and critical processes
• Communicate effectively with internal stakeholders including individual sales reps, sales management, and senior leadership.
• Approve/Reject/Escalate proposals based on thorough analysis and business judgment
• Lead any process or quoting improvement initiatives as it relates to the quote to cash process. Including but not limited to collaboration with Engineering on requirements and continuing through communication and instruction of such deployments to the sales team.

What You Should Have:

• 3+ years Deal Desk, Legal, Contract Management, Sales Operations, Finance experience, preferably within a SaaS environment.
• Deep knowledge of Salesforce.com and CPQ quoting and exception approval workflow systems.
• Excellent understanding and ability to either drive or facilitate required optimization in Salesforce
• Excellent understanding of subscription-based pricing, professional services, support fees
• Strong understanding of revenue recognition considerations required.
• Strong financial modeling and analysis skills; program and project management skills required.
• Excellent written and verbal communication skills; Must be comfortable presenting business cases and complex pricing proposals to senior executives.
• Highly skilled in being the primary orchestration point for deal construction and deal governance across many cross-functional segments
• Excellent comprehension of detailed pricing models and strategies
• Sound decision-making and strategic planning skills to recommend the best course of action for complex pricing situations
• Critical thinking and change management skills within dynamic organizations
• Ability to prioritize and work in high volume environment
• Ability to work well with cross functional teams (Sales, Finance, Accounting, Billing, Operations and Legal) and influence as well as build relationships with these teams.