Sr Deal Desk Analyst
About Certinia
Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company’s Professional Services Automation (PSA), Customer Success, and Financial Management solutions—delivered on Salesforce’s leading cloud platform—provide the ability to run a connected services business, deliver with intelligence, and achieve business agility. Headquartered in Austin, TX USA with offices around the world, Certinia is backed by Haveli Investments, General Atlantic, TA Associates, and Salesforce Ventures. For more information, visit www.certinia.com.
WHAT YOU WILL DO IN THIS ROLE
The Sr Deal Desk Analyst will partner with the Deal Desk Manager and Deal Desk team members to execute and maintain Certinia’s controlled process for pricing and deal structuring, order form creation and contract management, while also supporting strategic and operational decision-making. The Sr Deal Desk Analyst will collaborate with the team to bridge the relationship between Field Sales, Renewals, Finance, Legal, and Partners on deal structure and approvals.
At the core of the role are three competencies:
Governance process management
Ongoing approval and deal flow support
Deep understanding of deal structure, revenue, and margin optimization
The focus of this role will be to support Certinia’s sales organization with operational efficiency and deal strategy. Success in the role requires an individual who is process-oriented, has creative and original thinking to proactively apply different approaches to structuring deals. The person must have the ability to work across multiple departments as a trusted advisor and support the information and compliance requirements of Finance, Legal, Product, and others.
This role is responsible for ensuring that quotes are accurate and that commercial term documents are consistent and yield the most mutually beneficial agreements for our customers and for Certinia.
RESPONSIBILITIES
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
Work with AE and renewal team 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 Revenue Operations 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
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
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
WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE
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 Microsoft Excel (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
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