Informatica Sr. Deal Strategy Analyst 

India, Tamil Nadu, Chennai 

313309906

Responsibilities

• In conjunction with other stakeholders, collaborate and recommend best practices to streamline negotiations and improve the customer experience.
• Partner with the field organization in North America to drive large deals to closure, being a one-touch for the field organization, liaising with all organizations cross functionally involved in the agreement process (finance, legal, order management, etc.)
• Be a sales advocate and partner to internal organizations to understand contract requirements, structure, business terms and identify potential risks across opportunities. Enterprise License Agreement deal sizes up to multi-million dollars in value.
• Work to standardize deal structures globally while recognizing local business practices where necessary.
• Develop an in depth understanding of licensing models and recommend contract structures.
• Structure solutions in terms of pricing, value propositions and deal terms on larger, more complex deals.
• Review and approve all non-standard pricing requests. Ensure all required approvals are properly obtained and clearly documented. Ensure that all transactions adhere to internal revenue recognition guidelines and operational guidelines.
• Driving incremental revenue by reducing variability and leakage in discounting practices and improving cross sell and upsell opportunities.
• Evaluate current processes and offer recommendations for areas of improvement.
• Work to help ensure the company obtains its overall goals in regards to profitability, margin and market share across all product and service areas.

Qualifications

• 5+ years of experience in deal desk/sales operations, or deal strategy
• Previous software industry experience required
• Demonstrated ability to work effectively in a team environment with diverse stakeholders across Finance, Sales, Pricing, Legal and drive consensus to meet deadlines
• Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations
• Strong analytical, organizational and execution skills and ability to manage competing priorities
• Viewed as a resource for advice and guidance by peers and senior leadership
• Ability to analyze and recommend licensing structures and contract terms
• Elaborate understanding of contractual terms in software agreements and comfortable reading legal contract language
• Proficiency with both direct and indirect sales models is highly desirable
• Expertise with Salesforce.com
• Bachelor's degree or equivalent