Senior Deal Desk Analyst
Employment Info
JOB DETAILS
Requirements
- Minimum 5 years demonstrated success in Deal Desk role in Enterprise Software/SaaS B2B Industry required; experience in Direct and Channel sales model highly preferred
- Experience with Salesforce CPQ or similar CPQ tool required
- Strong quantitative skills and highly proficient in Microsoft Office suite
- Experience with DocuSign CLM or similar Contract Management tool highly preferred
- Strong business acumen, analytical and problem-solving skills, and demonstrated ability to partner with upstream GTM teams and other cross-functional departments
- Highly organized, customer-focused and strong attention to detail
- Ability to multi-task and prioritize at times of high volume, schedule flexibility during End of Month and End of Quarter
- Excellent communication skills and open to feedback
- Strong understanding of revenue recognition rules, sales contracts, SOX; ability to recognize risk in deal terms and/or structure
- Strong understanding of software licensing and SaaS provisioning process
Responsibilities
- Serves as trusted advisor to the Sales team on quoting, contracting options, approval processes, and/or value positioning to help drive deal closure
- Manages complex, strategic deals from concept to booking – including proactive engagement with Sales, Revenue Recognition, and Legal teams on deal structure, quoting, pricing and contracting
- Demonstrate complete understanding of the Company’s revenue-related KPIs, and influence deal structures that maximize such revenue outcomes
- Assists to interpret contractual language and escalate as necessary to ensure that deals comply with legal, revenue recognition and other operational policies. Assist in drafting contract language for certain commercial deal terms
- Holds regular 1:1s with 1st Line Sales Managers in supported region to proactively identify and prioritize complex and/or strategic deals in the pipeline and help to ensure accuracy of Bookings forecast
- Delivers regular training to Sales and other Deal Desk team members on policy, process and system changes, and overall QTC best practices
- Subject matter expert on Sales Approval, Bookings, and Order Acceptance policies; ensure accuracy of Bookings metrics and resolve discrepancies as may be required
- Partners with Sales to accelerate quote cycle through operational efficiencies and on-going education
- Partners with Revenue Operations, Order Management, Revenue Recognition, Legal and Enterprise Applications teams on process/system improvement initiatives related to Quote to Cash
- Assist Manager, Deal Desk with monthly reporting, ad hoc requests, and projects as necessary
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