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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 statements of work 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 Senior Analyst to join our team in [Hyderabad/Mexico City]. This person will be responsible for delivering deal structuring, pricing support, and risk review for our Commercial business across multiple regions. 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:

Analyze and assess deal pricing requests based on both quantitative and qualitative criteriaMake pricing approval decisions and manage communications with sales reps and sales managers in a timely manner and adhere to complianceHandle daily quote approvals, non-standard deal requirements, and deal review cycleChallenge status quo to make recommendations that drive price increases and discount reductionsCreate sales enablement materials to train Sales on best practices for product pricing and positioningDevelop relevant cross-functional relationships to understand products, competition, and the competitive marketWork closely with Finance, Legal and Operations departments to optimize contract terms and close dealsDemonstrate a strong understanding of our customers and how they use Salesforce productsEnsure compliance with internal controlsAssist in creating Professional Services deal reviews and risk profiles with detailed accuracy, supporting KPIs, and risk mitigations that provide strategic benefits to Salesforce primarily in support of Professional Services organizationPartner and support sales teams on policies and guidelines, processes, risk identification, and mitigationDocument findings, risk, and key financial information once the deal review is complete and render a recommendation for deal approvalSchedule and conduct project/engagement reviews to assess status, risks, management intervention or remediation needs, and customer satisfactionContribute to the sales feedback loop for sharing learned lessons enabling continuous improvement of deal developmentCreate easily consumable materials for large groups of stakeholders and executives that showcase actionable insights and recommendations to help drive services risk management strategy and operationParticipate in internal GSRM projects or infrastructure development as needed

 

Required Skills/Experience

7+ years of professional work experienceSuperior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategyExperience managing pricing approvalsExperience working with sales teams in a deal desk or commercial-selling functionHighly effective written and verbal communication skillsCapable of explaining concepts clearly and credibly across all levels of the organizationLanguage abilities – High level of Fluency (reading, writing, speaking, and listening) in EnglishAbility to build relationships and work collaboratively to drive resultsHigh 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 businessBachelor’s Degree or equivalent work experience required

Desired Skills/Experience:

Pricing 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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