- Partner, in a trusted advisor capacity, with Sales leadership, Account teams, and other internal partners
- Advise on the pros and cons of deal structures, manage risk within contractual terms and structure, and take ownership of final approval decisions
- Brainstorm with Account teams to develop concession strategies that optimize revenue and protect margins
- Provide financial modeling (TCO) to support pricing for target customers
- Evaluate the economic impact of potential changes to customer pricing and promotions
- Establish best practices for optimized pricing and deal structures for sales plays
- Evaluate and quantify economic savings moving from on-prem to SaaS
- Assist with complex contract negotiations and manage the approval process, including liaising with involved internal groups such as Legal, Finance, etc.
- Lead and/or assist special projects and initiatives within Deal Desk or cross-functional quote to contract
- Collaborate with the Finance, Legal, and Operations departments to optimize contract terms and close deals
What you ll bring:
- 10+ years of demonstrated experience in pricing strategy, sales financial analysis, or relevant experience
- Proven experience leading and influencing at various levels across an organization to drive outcomes
- Superior analytical background with solid problem-solving skills
- Highly effective communication skills, both written and verbal
- Ability to explain concepts clearly and credibly across all levels of the organization
- Ability to identify variables, risks, and opportunities within a deal and influence the deal with your recommendations
- Adept at thinking on your feet and adjusting to ambiguity
- Bachelor s degree required
What success looks like:
After six months, you will
- Understand our Go to Market (GTM) commercial strategy for the FY24-26 tech refresh program
- Act independently as a trusted advisor to the Sales organization
- Support deals on our largest accounts
After about a year, you will
- Independently lead your assigned Sales regions
- Drive enhancements to Deal Desk process, such as the single process for non-standard approvals
