Deal Desk - Commercial Business Partner

The Commercial Business Partner is part of the Commercial Desk team under the umbrella of the Commercial Excellence organization at Blue Yonder. The Commercial Desk team serves as a central hub to help guide and shepherd Sales through internal aspects of getting deals done. The team also works extensively with other cross functional teams like Legal, Contracts, Revenue Recognition, Product Management, Pricing, HQ Approvals, etc.

The Commercial Business Partner is a trusted advisor on pricing models, sales process, deal structure and works collaboratively across Blue Yonder to help drive sales productivity. The CBP partners with sales to be the point of contact for the sales executives to ensure operational excellence through the end to end “back office” processes. They are responsible for proactively working with sales to develop and support creative business opportunities in a manner that strengthens and protects short and long-term corporate business and financial interests. The Commercial Business Partner helps ensure that proposed deal structures and solutions comply with company objectives, approval requirements, and policies.

What You'll Do

• Establish positive and productive working relationships with the Sales teams and other key stakeholders
• Assist Sales with pricing SaaS transactions and complex deal structuring/pricing
• Shepherd Sales through Commercial Desk processes including BY’s internal business approval process, facilitating business approvals for non-standard terms discounts, and interpreting the Blue Yonder Approval Matrix
• Provide guidance to Sales on acceptable deal structures, fallback positions, acceptable means of handling external customer objections, and pricing
• Develop various alternatives for complex deals and provide scenario analysis to assess impact of different proposal structures
• Work with Business Practices on creating new deal constructs, as required, to adapt to market demands
• Involve other groups (Revenue Recognition, Legal, etc.) as needed to ensure the impact of non-standard terms, if applicable, is understood by all stakeholders and approvers
• Document obtained deal approvals and other documentation as needed
• CRM system/CPQ entry for some pricing and data points
• Assist Sales with interpretation/application of Bookings policy and apply bookings value adjustments in Salesforce as needed to ensure accuracy
• Participate in deal reviews as needed.
• Have a working understanding of the end-to-end quote-to-cash process
• Work on projects as needed to help advance Commercial Desk initiatives and further improve sales process
• Work collaboratively across the broader Commercial Excellence team and with other back-office teams to streamline and optimize efficiency and operations in the quote-to-cash process
• Stay up-to-date on company processes, products, and new releases
• Train Sales team with regards to tools and processes related to the Commercial Desk (e.g. pricing, approvals, etc.)
• Provide high level customer service to internal and external customers
• Escalation management – handle escalations or tense situations with professionalism and poise, bringing in management as needed
  
  

What We Are Looking For

• Experience modelling in Excel (e.g. Pivots, conditional formulas, etc)
• Experience working in a CRM system, especially Salesforce
• Experience working in a software or SaaS company is a plus
• Experience with CPQ systems is a plus
• Experience working with software and/or SaaS contracts is a plus
• Helpful customer service mindset
• Can-do, positive and team-oriented attitude; healthy sense of humor is a plus
• Attention to detail and accuracy
• Excellent analytical, problem-solving, and research skills
• Ability to function independently as well as within a team effectively and efficiently
• Highly organized and flexible with the ability to prioritize and work effectively on multiple tasks in a demanding, fast-paced environment
• Excellent written and oral communication skills
• Ability to quickly adapt in a changing environment
• Willingness to be flexible with working hours, especially at quarter ends and around year-end holidays, if needed
  
  

The salary range for this position is $91,523 - 119,000. This role can be located in Dallas, Scottsdale or Remote in the US.

The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.

Benefits

At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:

• Comprehensive Medical, Dental and Vision
• 401K with Matching
• Flexible Time Off
• Corporate Fitness Program
• Wellbeing Days
• A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more
  
  

At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.

Our Values

If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values

Diversity, Inclusion, Value & Equality (DIVE) is our strategy for fostering an inclusive environment we can be proud of. Check out Blue Yonder's inaugural Diversity Report which outlines our commitment to change, and our video celebrating the differences in all of us in the words of some of our associates from around the world.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.