Description
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
- 2+ years total experience in a sales operations/deal support 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
Certinia is an affirmative action and equal opportunity employer. As an equal opportunity employer, Certinia does not discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, marital status, religion, national origin, ancestry, age, disability, military or veteran status, genetic information or any other basis protected by applicable federal, state, or local laws. Certinia also has an accommodation process to reasonably accommodate applicants and employees with disabilities. For more information or if you have a need, contact [email protected] . If applicable under the San Francisco Fair Chance Ordinance or any other applicable federal, state, or local law, Certinia considers qualified applicants with arrest and conviction records for employment.
