Overview
Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. We are currently looking for a Deal Desk Consultant (West Coast) supporting The Americas.
Quest strives to be the best of the very best in everything we do. We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It’s exciting, it’s rewarding, it’s hard work and offers career and personal growth.
Responsibilities
The Deal Desk team manages Quest Software’s large deals, from structuring and approvals through to contract negotiation and order booking. The team acts as a critical point of contact for the sales force, coordinating input from multiple stakeholders to proactively and creatively structure deals that maximize profit margins, drive ARR growth and limit economic risk to the company while minimizing time-to-close.
Responsibilities
While primarily Americas focused, this position will also have some coordination responsibilities with other regions. Responsibilities include but are not limited to the following:
- Discount and Nonstandard Deal Approvals by exercising significant judgment and business sense when reviewing nonstandard transactions, ensure key stakeholders are engaged throughout the approval process
- Foster and maintain strong working relationships with critical business partners (e.g. Finance, Legal, Support, etc.) to expedite the review and approval process.
- Understand the business practices, economic factors and competitive challenges in region along with factors specific to the current customer in negotiations
- Maintain up-to-date knowledge of the company’s products, processes and promotions in order to provide a best-in-class level of support to Sales.
- Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support the sales effort.
- Leverage creative deal structuring and licensing tools available
- Advise sales on objection handling techniques, alternative contract options, and/or value propositioning to help drive deal closures
- Be a sales advocate & partner to internal organizations to understand complex sales issues
- Collaborate with impacted parties to identify acceptable options to facilitate deal closures
- Work with teammates and management to identify process improvement and/or sales training opportunities.
- Develop & deliver sales enablement tools
- Manage, participate in, or directly work on any additional projects, assignments, or initiatives assigned by management
Qualifications
- Undergraduate degree and 5-10 years relevant experience
- Deal Desk, pricing and deal negotiation experience in a software or SaaS company
- Experience supporting enterprise or global SaaS sales organizations
- Knowledge and experience with revenue accounting rules
- Advanced MS Office knowledge, especially Excel skills
- Excellent written and verbal communication skills
- Analytical; with any financial, IT or reporting experience
- Demonstrated ability to effectively work cross functionally with all levels of a company, particularly executive sales management and able to resolve conflicts
Preferences
- Experience with working in a company that leverage a one and/or two tiered channel model for transacting with end customers
- Experience working with SFDC along with workflow management applications
- Knowledge of currencies and global pricing strategies
Company Overview
Quest Software builds the foundation for enterprise AI with solutions in
data governance, cybersecurity, and platform modernization. More than 45,000 companies — including 90% of the Fortune 500 — trust Quest to solve their most critical IT challenges. From securing identities and modernizing platforms to preparing data for AI, we help enterprises unlock their full potential.
Why Quest
At Quest, Your Work Makes An Impact. You’ll Help Organizations Get AI-ready While Building Your Career With a Global Team Of Innovators. We Offer:
- Competitive pay, annual bonuses, and top-performer recognition.
- Comprehensive health, family, and retirement benefits.
- Flexible work options, generous PTO, and wellness programs.
- Professional growth through learning platforms, mentorship, and leadership programs.
- Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.
Quest is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Quest is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Quest are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Quest will not tolerate discrimination or harassment based on any of these characteristics. Quest encourages applicants of all ages.
Come join us. For more information, visit us on the web at Quest Careers | Innovate. Collaborate. Grow.
Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com. You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general.
