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Software Deal Desk (aka Best Practices Deal Management) US REMOTE
Job Description:Software Deal Desk (aka Best Practices Deal Management) US REMOTEWho we are:Micro Focus is one of the world's largest enterprise software providers, delivering the mission-critical software that keeps the digital world running. We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need in order to succeed in today's rapidly evolving marketplace. That's high tech without the drama. www.microfocus.com About the Role:Micro Focus is seeking a highly motivated self-starter anywhere in the US to join its North America Deal Desk team dedicated to our Cyber Res business. In this critical and highly visible role, you will work collaboratively across all functions of sales, legal, revrec, credit, finance and others to ensure deals are priced, structured, drafted and negotiated to comply with policy and process. Our goal is to maximize revenue while mitigating risk!You will be responsible for all aspects of deal shaping, will give revrec guidance to sales, be able to draft transaction documents, position and sell internally, and negotiate externally.You have a strong attention to detail, experience or willing to learn SFDC to become a super user, and can thrive in a fast paced environment.In this potentially remote role you will be a critical strategic advisor to sales, managing complex deal flows, ensuring compliance, and driving activities to super size transactions all while minimizing sales cycle times as they will be putting their trust in you.A Day in the life of a Deal Desk Manager at Micro Focus includes:- Ownership of deal and contract process including strategic pricing and historical analysis, financial governance, and review of all terms and conditions.
- Providing discount review and point of escalation for all things commercial pricing and terms related.
- Proactively hold Deal Shaping calls to provide sales with deal structure, pricing guidance, terms and conditions do's and don'ts, and contract negotiation tactics that accelerate deal velocity, maximize profitability and increase revenue while maintaining a fair exchange and ensuring alignment to business objectives.
- Review proposals/quotes for accuracy.
- Ensuring all deal structures maximize total deal value while limiting risk/exposure to the business.
- Read, interpret, draft, and escalate contractual language to ensure transactions comply with legal, revrec and business operational policies.
- Providing proactive support, guidance and creative solutions to the sales team in order to help drive new and expansion cross sell/up sell deals.
- Providing guidance throughout the entire Q2C process in order to ensure proper processing, contract reviews, redlines and feedback.
- Help to develop and maintain deal templates, playbooks, policies, best practices repositories, and training materials to drive consistent and efficient best practices.
- Help drive projects and initiatives focused on improving productivity and simplifying processes throughout the sales ops and sales org.
- Typically 10+ years total experience in software deal structuring roles.
- University degree required or demonstrable equivalent experience.
- Perpetual On Premise, SaaS and Subscription licensing knowledge a plus
- Experience in complex software deal structuring, including Enterprise License Agreements (ELAs)
- Experience with both Direct and Channel sales motions
- Revenue Recognition Knowledge
- Business Terms drafting capability
- Must be proactive and a self starter able to motivate self in a remote setting. Looking for someone who will look for more places to add value in down time.
- Adept in SFDC deal routing, with lightning, or Conga a plus!
- Solid MS Suite skills a must.
- Excellent verbal and written communication skills, including negotiation and influence skills.
- Must be able to work under pressure due to tight time constraints, both internally and externally.
Vacancy expired!