Deal Desk Manager, APAC
HortonWorks
Singapore, Singapore
1d ago

Job Description :

We are looking for a customer-centric attitude and appreciation for working collaboratively in a fast paced environment.

The desired candidate will thrive in environments where uncertainty is common and is skilled in bridging business and sales needs.

This role will play a key role in working with cross functional teams to transform of Deal Desk for efficiency and scale.

Core Expectations : Deal structuring :

Deal structuring :

  • Act as the expert to guide the field on complex deal structures, ensuring accurate pricing, commercial terms are negotiated to yield most beneficial deal structure.
  • Provide deal structure guidance to field sales and accelerate deal closure through the development of in-depth knowledge of Cloudera’s licensing model, deal structures, deal scoring and pricing to support to our worldwide sales teams.
  • Structure solutions in terms of pricing, value propositions and deal terms on larger, more complex deals including quote builds and quote approvals
  • Develop the most appropriate offer (products, pricing, solutions and T&Cs) for the customer in collaboration with the field in the context of a variety of information on the customer and our business contracting strategies.
  • Review and approve all non-standard requests. Ensure all required approvals and next steps are properly obtained and clearly documented.
  • Ensure that all transactions adhere to internal revenue recognition guidelines and operational guidelines.

  • Provide consistent RFP responses through pre-defined content & the creation of standardized templates.
  • Ensure all sales operations requests are actioned and followed up to closure.
  • Commercial experience :

  • Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations;
  • quantitative experience required

  • Driving incremental revenue by reducing variability and leakage in discounting practices and improving cross sell and upsell opportunities;
  • take a holistic view of the levers that affect profitability (products, prices and T&Cs)

  • Build out deeper analytics on deal approvals, deal yields, price realization on all products; proactively use analytics with the field to move from reactionary to proactive negotiations and deal development
  • Strong understanding of software revenue recognition issues, including revenue recognition under 606
  • Complex environment / cross-functional :

  • Partner with the field organization 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.)
  • Ability to work effectively in a team environment with diverse stakeholders across Corporate Deal Desk, Finance, Sales, Pricing, Legal and drive consensus to meet deadlines
  • Represent sales operations, accounting, finance and legal interests in the structuring of non-standard deals. Drive approvals of non-standard business terms including legal compliance and software revenue recognition
  • Work cross-functionally with product, sales operations, sales, finance and legal to recommend changes to deal structures in response to observed behaviour in the field.
  • Communicate and document deal next steps and drive actions to resolution
  • Deliver field enablement content on policy changes, product pricing.
  • Build institutional memory / Scale :

  • In conjunction with other stakeholders, manage and recommend best practices to streamline negotiations and improve the customer experience.
  • Work to standardize deal structures globally while recognizing local business practices where necessary.
  • Develop and distribute deal best practices in collaboration with sales through data-driven analysis of win / loss results, pricing trends, and structuring trends.
  • Analyze win / loss and price trends.

    Qualifications :

  • 6-8 years of experience in deal desk, deal structuring or equivalent deal desk sales operations roles
  • Experience in dynamic software subscription companies preferred
  • 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;
  • quantitative experience required

  • Ability to proactively analyze and recommend the best course of action for complex pricing and licensing situations within a sales cycle.
  • Experience in Finance / Revenue with deal structuring experience
  • Strong organizational and execution skills and ability to manage competing priorities
  • Strong understanding of software revenue recognition issues, including revenue recognition under 606
  • Proficiency with both direct and indirect sales models Ability to analyze and recommend licensing structures and contract terms
  • Elaborate understanding of contractual terms in software agreements and comfortable reading legal contract language
  • Excellent analytical and problem solving skills to enable informed decision making Expert knowledge of Microsoft Excel, salesforce, CPQ and prior experience with modeling and analysis preferred
  • Ability to drive rapid, but fact-based decision-making with imperfect data
  • Ability to manage multiple variables / levers, and toggle approach within defined parameters based on customer needs and business objectives
  • Strong negotiations and influencing skills with experience supporting customer negotiations / contract development is preferred
  • Experience with sales teams, sales mindsets and customer needs
  • Clear and thoughtful communicator with exceptional critical thinking skills
  • If this position has piqued your interest and you have what we described - we invite you apply! An adventure in data awaits.

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