Anaplan · 15 hours ago
Strategic Deal Desk Manager
San Francisco, United States
Full-time
Hybrid
Senior Level
$132K/yr - $179K/yr
5+ years expAnaplan is a company focused on optimizing business decision-making through its AI-infused scenario planning platform, serving a wide range of global clients. They are seeking a Strategic Deal Desk Manager to support the Sales organization and Finance leadership, specializing in indirect sales channels and marketplace transactions. The role involves providing deal support, managing contracts, and acting as a subject matter expert for Cloud Service Providers and reseller programs.
Enterprise SoftwareInformation TechnologyInsurTechProductivity Tools
Responsibilities
Provide expert guidance to the Sales field, Partner Alliances and Sales Leadership in the areas of deal structuring, pricing, and contract management related to B2B opportunities that are transacted directly with customers, via MSP, reseller channel and / or via marketplace cloud providers
Participate in deal reviews with Sales and Sales Leadership to help drive account-level strategy on pricing and commercial terms
Review, interpret, and confirm contract terms and conditions; work closely with Finance and Legal teams to ensure all contracts are accurate and compliant. Verify compliance with internal policies and external guidelines, as may be relevant for transactions via marketplace cloud providers
Responsible for drafting, redlining, and finalizing customer contracts including new, add-on, and renewal business for SaaS Subscription Services
Ensure deals are structured and processed efficiently, aligning with company policies and revenue recognition guidelines
Serve as the global subject matter expert within the Commercial Operations Team related to deal structuring, contract management and quote to cash process for transactions via MSP, reseller channel and / or via marketplace cloud providers (including AWS, Google, Microsoft)
Close collaboration with Partner Alliances Team, and other strategic stakeholders, related to Anaplan’s marketplace listings, programs and transactions via reseller channel and / or marketplace cloud providers
Close collaboration with Commercial Operations and IT related to smooth operation of marketplace
Develop and maintain user guides, and commercial guidelines related to transactions via reseller channel and / or marketplace
Document and maintain sales processes for transactions via reseller channel and marketplace cloud providers
Support enablement through training initiatives and ad hoc training requests as needed
As Anaplan's Marketplace offerings mature, the time commitment for this aspect of the role is expected to decrease
Anticipate issues and initiate actions to resolve them using professional judgment and concepts, company policies and procedures
Independently drive efficiency and process improvements within the deal lifecycle
Serve as the global Commercial Operations lead and subject matter expert for all Cloud Service Provider Marketplace transactions (AWS, Azure, GCP)
Act as the regional lead and primary point of contact for the Commercial Ops team on Reseller business and programs, providing deal structuring guidance and ensuring operational alignment
Manage relationships with key technology partners (e.g., Tackle.io) and maintain direct communication with cloud providers as needed
Oversee the smooth operation and integration of marketplace private offer tools, driving the adoption of new features and capabilities
Review and approve commercial conditions for reseller programs, ensuring alignment with Anaplan’s quote-to-cash process
Develop and maintain enablement materials, user guides, and commercial guidelines for both Marketplace and Reseller transactions
Lead cross-functional collaboration with Infrastructure, Finance, Legal, and the Global Partner Organization to support strategic initiatives and ensure operational excellence
As Anaplan’s Marketplace offerings mature, the time commitment for this aspect of the role is expected to decrease
Qualification
Required
A minimum of 5 years of direct deal support, deal desk, or contract management experience within a SaaS or enterprise software company
A minimum of 2 years of direct experience working with Cloud Service Provider Marketplaces (e.g., AWS, Azure, GCP) and Reseller Programs
Excellent understanding of core Deal Support topics (pricing, deal structuring, contracting) and familiarity with SaaS revenue recognition policies
Deep understanding of commercial legal terms and conditions
Outstanding business partnering skills – able to interact positively with Sales, a diverse range of internal stakeholders, and influence business outcomes
Strong oral and written communication skills, with the ability to organize, prioritize, and meet deadlines in a fast-paced environment
Requires proficiency with computer applications such as Excel and Word, and CRM/CPQ systems (Salesforce, Conga experience is a strong plus)
Self-Starter – able to work independently across multiple organizations and Geos and with all levels of management
Experience with structuring and transacting deals via reseller channel, MSP and marketplace cloud providers
Company
Anaplan
Anaplan is a business planning software company that develops a cloud platform for decision-making with connected planning modeling.
1001-5000 employees
H1B Sponsorship
Anaplan has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (25)
2024 (21)
2023 (54)
2022 (72)
2021 (104)
2020 (52)
Funding
Current Stage
Public CompanyTotal Funding
$299.9MKey Investors
Premji InvestFounders Circle CapitalDFJ Growth
2022-03-20Acquired
2018-10-12IPO
2018-01-01Secondary Market
Leadership Team
Charles E. Gottdiener
Chief Executive Officer
Juli Hansen
Global Client Director
Recent News
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