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Certinia · 1 day ago

Manager Deal Desk

United States

Full-time

Remote

Mid, Senior Level

$117K/yr - $145K/yr

8+ years exp

Certinia is a Services-as-a-Business platform provider that connects various aspects of services operations. The Manager, Deal Desk will oversee a team of Deal Desk Analysts, ensuring compliance with pricing and deal structuring processes while collaborating across departments to support sales and operational efficiency.

AccountingCloud ComputingEnterprise Resource Planning (ERP)Financial ServicesHuman ResourcesProfessional ServicesSaaSSoftware

Responsibilities

Perform primary management duties for a team of Deal Desk Analysts

Lead front-line implementation of company strategy requiring Deal Desk involvement

Document and optimize rules for end-to-end flow from creation of quote through order form to sign off by all parties

Ensure compliance with the corporate approval and signature matrix for all deal and related document approvals

Participate in delivering end-to-end deal training across all participating organizations as needed

Participate in improvement efforts with IT to improve Certinia’s Configure Price Quote (CPQ) tool in Salesforce CRM as needed

Review all standard contracts submitted by sales (inclusive of contractual commitments and terms and conditions)

Collaborate with sales Account Executives in creation of all custom (non-standard) contracts

Provide pre-sales internal support and guidance on contract matters to sales and account managers

Conduct initial contract renewal background research, confirm system-generated quote accuracy, and deliver a pre-defined content packet for Sales to execute with the customer. Serve as an internal strategic partner throughout the renewal process

Work with Sales to restructure existing contracts in a manner that optimizes margins and growth

Oversee Service Level Agreement Compliance across different stakeholders (Deal Desk, Legal, Finance, Sales, Partners, etc.)

Ensure all approved requests have been properly documented in accordance with documented sales operation processes, escalated to the appropriate approval level, and resolved within SLA

Work on projects within the CFOps team to support ongoing process improvement, automation and new initiatives

Process and Governance: Share best practices with and provide training for sales team, peers, and partners to enhance the quality and efficiency of contracting processes

Ensure that signed agreements are communicated to all relevant parties to provide visibility to contractual obligations

Qualification

Sales OperationsDeal StructuringContract ManagementCloud/SaaS ExperienceSalesforce KnowledgeCommunicationCritical ThinkingInterpersonal SkillsAttention to Detail

Required

8+ years total experience in a sales operations/deal support/renewal role

Demonstrated Management experience is a plus

Bachelor's degree or equivalent combination of education and experience

Experience in Cloud/SaaS with subscription model

Strong communication and presentations skills

Ability to work with Field Sales and Senior Management

Comfortable partnering and engaging with cross-functional teams to ensure the best possible support for the sales teams & deal cycles

Preferred

Knowledge of the Quote-to-Cash lifecycle

Ability to proactively analyze and recommend the best course of action for complex pricing and licensing situations within a sales cycle

Ability to interpret, clearly articulate, and handle objections related to pricing and licensing policies, and commercial terms

Experience defining and implementing attribute-based workflows for deal approvals including complex approval hierarchies and thresholds

Knowledge of Salesforce and/or CPQ tool, including reporting

Familiar with Salesforce platform/ecosystem with CRM/ERP domain experience

Knowledge of spreadsheets (VLOOKUP, pivot tables, advanced formulas)

Extreme attention to detail

Strong critical thinking skills

Excellent interpersonal and communication skills (both verbal and written) with willingness to appropriately and professionally debate on difficult issues

Ability to excel in a fast growing/fast paced environment delivering accuracy while managing to deadlines where adaptability is imperative