• Deal Desk Analyst

    Job ID
    2018-4616
    Category
    SaaS Operations - System Administrator
    Location
    US-CA-Dublin
  • Overview

    CallidusCloud is the global leader in cloud-based sales, marketing, learning, and customer experience solutions. CallidusCloud enables organizations to accelerate and maximize their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation — driving bigger deals, faster. Over 5,400 organizations, across all industries, rely on CallidusCloud to optimize the lead to money process to close more deals for more money in record time.

     

    In this role, your primary function will be to strategically partner with Sales to structure proposals and contracts that mutually benefit Callidus and its Customers.

    Collaborating with sales leadership and Account Executives to develop pricing strategies, dynamic Excel models, and terms sheets as part of the proposal building process primarily for Enterprise and Strategic Accounts

    Owning and managing commercial contract development in partnership with Sales, Legal, and Finance teams.

    Maintaining a holistic view of a deal during contract negotiations; driving internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations.

    Partnering with the Revenue Accounting team to review or address revenue recognition concerns for non-standard deal structures.

    Advising Account Executives on contract objection-handling techniques, alternative contract options, and value propositioning to help close deals.

    Developing tools that help the Sales team effectively price and structure deals while managing to certain business metrics and requirements.

    Developing robust and repeatable deal processes; identifying process improvement and sales training opportunities

     

    Responsibilities

    • Act as a Sales-facing subject matter expert on deal structuring, processes, and policies
    • Ensure all non-standard commercial terms are reviewed, approved, and properly documented
    • Provide context and clarification on complex deal structures and how they are to be treated as it relates to booking credits, invoicing, internal reporting, etc.
    • Identify deal trends and drive efforts to categorize historical contracting and deal structuring trends

    Qualifications

    • 1-3 years of related experience supporting a sales organization in technology company or related complex org
    • Experience working with Enterprise customers and contracts (
    • Strong interest in Complex Deal Modelling, Accounting, Finance and Sales,
    • Ability to work on many deals simultaneously, driving throughput is a key measurement.
    • Experience working cross-functionally with Sales, Finance, Legal in executing contracts
    • Strong working knowledge of SaaS subscription models, pricing, and revenue recognition
    • Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, Vlookups, ability to create ad-hoc models and analysis, etc.)
    • Communicate effectively with various audiences ranging from Customers to Account Executives to C-level leadership
    • Demonstrated project management experience and/or participation in process improvement efforts
    • Comfortable operating under pressure/with sense of urgency
    • Strong research, analytical, and problem-solving abilities
    • Experience in Salesforce required; additional sales productivity tools preferred
    • Bachelors degree

    Callidus Software (d.b.a CallidusCloud) is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color national origin, sex, age status as a protected veteran, or status as a qualified individual with disability.

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