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Job Category

Development & Strategy

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Our Global Center of Excellence Deal Strategy team provides deal pricing support for our CRM product lines and professional services risk review across geographical regions, verticals, and business segments. We help our businesses achieve their short term targets while protecting our company’s long term revenue streams and profitability. We also provide expert guidance on deal structuring and act as trusted advisors to our senior executives, contributing to our company’s overall success.

To help us achieve our mission, we are looking for a Deal Strategy Manager to join our team in [Hyderabad/Mexico City]. This person will lead a small team of high performing pricing professionals and will be responsible for delivering deal structuring and pricing support for our business across multiple countries, industries, and verticals. This person will also be responsible for recommending new pricing strategies to expand the company’s reach within various sales segments. Additionally, this person will help structure contracts and product solutions to address unique customer needs. Finally, this person will help scale our Deal Strategy function internally.

 

Responsibilities:

Manage and guide a small team of high-performing pricing professionalsReview, manage, and approve pricing escalations for complex deals and services risk review on behalf of Global Deal Strategy management in a timely mannerManage communications with sales leaders and deliver approval/rejection contextLead, motivate and mentor the team, monitoring performance, fostering ongoing professional development and ensure staff have the knowledge and skills to achieve their work objectivesPartner in a trusted adviser capacity to senior Sales Leadership, sales community and other internal stakeholdersProvide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure and educate the sales team on our latest product bundles and offeringsAnalyze incoming deals along review criteria (both quantitative and qualitative)Challenge status quo to make recommendations that drive price increases and discount reductionsDevelop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisionsRecommend pricing structures based on the Customer’s business drivers and ability to sell value.Independently scope and execute project work with minimum oversight to meet goals identified by ManagementPartner with product teams on optimal pricing models and strategies for new products and bundled solutionsCollaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closureDevelop relevant cross-functional relationships to understand products, competition, and the competitive marketCreate sales enablement materials to train Sales on best practices for product pricing and positioningAptitude to learn and foster AI tools to enhance team productivityWork closely with Finance, Legal and Operations department to optimize contract terms and close dealsDemonstrate a strong understanding of our customers and how they use Salesforce productsEnsure compliance with internal controls

 

Required Skills/Experience

12+ years of professional work experience, including 5+ years of people management experienceSuperior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategyExtensive experience in a deal management and pricing approval roleHighly effective written and verbal communication skillsCapable of explaining concepts clearly and credibly across all levels of the organizationExtensive experience in a deal management and pricing approval roleExtensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teamsLanguage abilities – High level of Fluency (reading, writing, speaking, and listening) in English Ability to build cross-functional relationships and work collaboratively to drive resultsAbility to identify areas of improvement and propose necessary changesHigh level of attention to detailAbility to work in a stressful environmentHands-on approachAbility to identify areas of improvement and propose necessary changesComfortable with the ambiguity associated with a fast paced business.Bachelor’s Degree or equivalent work experience required

Desired Skills/Experience:

MBA or equivalent experience highly preferredPricing Strategy, sales financial analysis, consulting, professional services risk review, procurement experience with in-depth experience structuring pricing for mid-to-large contracts is preferred.

Personal Traits

Energetic, driven and self-starterAdept at thinking on his/her feet amidst ambiguityAbility to manage and prioritize competing demandsAbility to lead, challenge and influence at all levelsHigh integrityTeam playerPersistent, patient and resilientConfidentInquisitive

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