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This is a highly visible position that requires extensive interaction with senior executives & staff members across sales, marketing, product management, finance, support, legal, & professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration & business thinking skills to assess requests & find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively & effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams & internal cross-functional stakeholders.  This role will be located remotely in the US. 

You will:

  • Provide business, pricing, product knowledge, & analytical support to sales for large, complex, non-standard transactions. 
    • Engage with designated sales teams to provide pricing & deal structuring guidance 
    • Function in sales advisory capacity to coach sales on objection handling techniques, contractual options, & standard business terms.
    • Function as a sales advocate to liaise with Legal & Finance business partners to address/resolve sales impediments.
    • Facilitate the sales approval and/or standardized contract document generation processes. Ensure compliance with published sales & business approval policies.
  • Streamline & automate the process for non-standard deal approvals, e.g. thresholds & rules, approver roles & responsibilities, approval routing & workflow design, automated exception alerting & communications, & the creation of a hierarchy of special terms, tips/techniques & recommended workarounds
  • Perform all QTC processes throughout each phase of its lifecycle, including but not limited to order generation & review, opportunity processing, & enablement of all downstream workflows. Ensure data quality is maintained throughout our systems per corporate guidelines for accurate forecasting & reporting.
  • Foster & maintain strong working relationships with critical business partners (e.g. Revenue Recognition, Legal, Finance, etc.) expedite the review & approval process.
  • Identify potential training issues & coordinate with internal teams to develop & deliver sales enablement tools (e.g. Product & Pricing FAQs, Sales Approval templates, etc.).
  • Proven leadership skills to continually streamline & improve practices, including tools, templates & processes,  to support & efficient & effective deal desk
  • Participate in the integration planning & execution process for new lines of business (e.g., Cloud, Channel). Develop operational readiness plans & assess quoting readiness. Oversee tool enhancement activities, drive testing plans & deliver functional tools to the deal desk teams. 
  • Work with deal support teams (e.g. Legal, Revenue Recognition, Finance, etc.) to address complex pricing/commercial terms & provide options to enable sales to address & overcome customer objections while maximizing revenue/bookings.
  • Undertake other sales operations responsibilities & projects as needed.

The Expectations

In your first 30 days, you will complete our general & sales onboarding programs & learn about our message & product. We believe it is essential for you to take this first month to become familiar with our technology & our company. During this time, you will also take a deep dive into our current Revenue processes, policies, & systems.

In your first 60 days, you will become more familiar with our systems (in particular our Salesforce implementation), processing procedures, & the Deal Desk workflow. You will gain exposure to the types of requests we receive & how they are triaged/actioned, diving into specific examples. You will start processing opportunities & field certain types of requests & be included in others to understand the range of requests received & their path to resolution. 

In the first 90 days, you will be fielding all types of Deal Desk requests & processing all opportunities, & will start contributing to projects & ongoing initiatives in service of the team mission.

You have: 

  • 3-5 years previous consulting, financial analysis, sales, sales operations, and/or pricing background preferred. 
  • A proactive, energetic, & customer-centric attitude & ability to forge collegial relationships at all levels of the organization while providing responsive, first-class support to a high growth sales organization.
  • Exceptional organizational skills with the ability to manage multiple deadlines simultaneously with superb attention to detail & accuracy.
  • Excellent verbal, written, & interpersonal communication skills.
  • Enthusiastic about identifying & making recommendations for enhancements to our process & systems to increase efficiency, & subsequently supporting the design & implementation of said enhancements as required.
  • Comfortable embracing aggressive goals & the need for continuous improvement.
  • Adaptable, flexible, & able to manage shifting & competing priorities.
  • BA or BS degree
  • Proficiency with Salesforce CRM; experience with Salesforce CPQ desirable

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