Senior Deal Desk Manager, BloomReach

• Bachelor's degree in Business, Finance, Management, or a related field
• Have at least 5+ years of experience in an advanced Deal Desk or pricing analyst role with a global sales team, in the Saas industry
• Demonstrated experience demonstrating negotiation, analytical and excellent critical thinking skills working on complex deals involving in depth gathering and evaluation of variable factors to make informed and solid deal recommendations and decisions
• Experience reviewing, drafting or responding to non standard contractual commercial terms
• Demonstrated CRM experience, preferably in Salesforce (CPQ)
• Strong analytical skills with the ability to gather, compile and analyse financial data and provide actionable insights
• Proficiency in G-Suite and Microsoft Office Suite, particularly demonstrating advanced skill in spreadsheet (Excel/Googlesheet)
• Ability to think outside the box on nonstandard deals constructs to formulate solutions and recommendations considering risk factors and revenue recognition impacts
• Time zone flexibility to collaborate with US region
• Self-motivated with prior experience in handling intricate and complex tasks

Desirable

• As a Senior Deal Desk Manager, you will play a pivotal role in driving revenue growth and optimising deal structures within our EMEA organisation
• You will collaborate with cross-functional teams, including Sales, Finance, Legal, and Operations, to ensure that deals are structured in a way that aligns with company goals, maximise profitability, and mitigate risks
• Your analytical skills, attention to detail, and ability to navigate complex business scenarios will be crucial in this role
• You will report to the Deal Desk Manager and contribute directly to the success of our GTM operations
• Deal Structuring and Pricing:
• Collaborate closely with the Sales team to craft optimal deal structures, considering customer requirements, the competitive landscape, and strategic goals
• Analyse pricing models, discounting strategies, and contractual terms to ensure alignment with company pricing guidelines and profitability targets
• Formulate recommendations for pricing adjustments, discounts, and terms, balancing revenue objectives with competitive positioning
• Act as an SME in complex/non-standard deal requests, special pricing, operational matters, approval policies, commercial terms, and the resolution of deal-related issues and sales escalations
• Revenue Optimisation:
• Conduct thorough financial analysis of proposed deals to assess potential impact on overall revenue, margins, and cash flow
• Collaborate with Sales to identify risks and opportunities associated with deal negotiation and revenue recognition
• Quoting and Approval Processes:
• Oversee the end-to-end deal approval process, ensuring strict adherence to internal policies and guidelines
• Assist in the preparation of non-standard quotes and meticulously review deal quotes, proposals, and contracts for accuracy and consistency
• Collaborate with Legal and Finance teams to review contractual terms, ensuring compliance and mitigating risk
• Deal Governance and Documentation:
• Maintain accurate and organised records of all deal-related documentation, including contracts, amendments, and communication trails
• Develop and update deal playbooks, templates, and guidelines for Sales teams to streamline deal creation and approval processes
• Provide guidance and training to the sales team on advanced deal desk processes, pricing guidelines, and intricate contract terms
• Cross-functional Collaboration:
• Work closely with Sales, Finance, Legal, and Operations teams to gather necessary information, resolve issues, and provide expert guidance on deal-related matters
• Collaborate with Sales Enablement to deliver comprehensive training and support on deal desk processes and tools, enhancing the overall effectiveness of the sales team
• Process Improvement:
• Continuously evaluate and enhance Deal Desk processes, tools, and workflows for improved efficiency and scalability
• Identify bottlenecks and areas for process optimisation in deal creation, approval, and execution processes
• Lead analysis on business trends evidenced through CPQ data, in partnership with Deal Desk and Pricing functions
• Develop, test, and deploy new features, enhancements, and updates