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