Role Purpose Statement:
Working cross functionally under the Senior Director, Global Deal Management, you will provide support beginning at customer proposal stage throughout the entire Quote to Cash process, from deal shaping/pricing through order booking in Salesforce.com.
Main Responsibilities:
Provide Deal Operations support for your region per the below:
Reply to, manage, and facilitate exception approval requests, including pricing, business terms, & deal structures in a timely and efficient manner through to resolution. Provide input, guidance and approvals on deal structures, working closely with sales in evaluating complex deals and ensuring adherence to revenue recognition policies while maximizing ARR.Assist sales reps with quoting and customization of order forms.
Advise on commercial terms and conditions on Order Forms with internal teams to drive approvals from internal, cross-functional stakeholders for non-standard Ts and Cs. Partner with the finance/revenue recognition team in non-standard Order Forms to limit financial risk and exposure to the business.Validate sales orders and contracts comply with company policies and manage the contracting/booking process within Salesforce.com.
Provide new sales reps training on sales systems, tools, and processes.Participate in team projects upon request.
Participate in deal reviews and commercial conversations with Account Executives, and sales leadership as appropriate. Participate in UAT Testing and issue identification. Review and approve all booking packages prior to approving for finance review/Netsuite sync to ensure SFDC, the Order Form and the PO are all acceptable.
Required Skills & Qualifications:
Proficient in enterprise software subscription based licensing / software-as-a-service licensing models, forecasting and revenue recognition policies. Strong value-add expertise in helping sales to structure and guidance to maximize deal revenue and balance profitability; as well as foresight in mitigating delays in sales cycles, through strong internal stakeholder collaboration. Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked. Must have SFDC Experience. Able to work extended hours during quarter-end cycles. Able to balance being detail-oriented as well as seeing the big picture. Highly responsive, and thrive in a fast-paced environment. A “do whatever it takes” attitude to enact change within the organization, being a leader and a trusted business advisor. Strong interpersonal and relationship skills; ability to work cross-functionally. Ability to work under pressure, multi-task and prioritize with a positive, can-do attitude. You must be a business facilitator!USA:$100,000-$120,000
In accordance with Colorado’s Equal Pay for Equal Work Act (SB 19-085) the approximate compensation range for this role in Colorado is listed above. Final compensation for this role will be determined by various factors, such as knowledge, skills, and abilities.