Manager, Deal Strategy

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• Our Global Center of Excellence Deal Strategy team provides deal pricing support for our CRM product lines and professional services risk review across geographical regions, verticals, and business segments. We help our businesses achieve their short term targets while protecting our company's long term revenue streams and profitability. We also provide expert guidance on deal structuring and act as trusted advisors to our senior executives, contributing to our company's overall success.

  To help us achieve our mission, we are looking for a Deal Strategy Manager to join our team in [Hyderabad/Mexico City]. This person will lead a small team of high performing pricing professionals and will be responsible for delivering deal structuring and pricing support for our business across multiple countries, industries, and verticals. This person will also be responsible for recommending new pricing strategies to expand the company's reach within various sales segments. Additionally, this person will help structure contracts and product solutions to address unique customer needs. Finally, this person will help scale our Deal Strategy function internally.
  
  Responsibilities:

  • Manage and guide a small team of high-performing pricing professionals

  • Review, manage, and approve pricing escalations for complex deals and services risk review on behalf of Global Deal Strategy management in a timely manner

  • Manage communications with sales leaders and deliver approval/rejection context

  • Lead, motivate and mentor the team, monitoring performance, fostering ongoing professional development and ensure staff have the knowledge and skills to achieve their work objectives

  • Partner in a trusted adviser capacity to senior Sales Leadership, sales community and other internal stakeholders

  • Provide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure and educate the sales team on our latest product bundles and offerings

  • Analyze incoming deals along review criteria (both quantitative and qualitative)

  • Challenge status quo to make recommendations that drive price increases and discount reductions

  • Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions

  • Recommend pricing structures based on the Customer's business drivers and ability to sell value.

  • Independently scope and execute project work with minimum oversight to meet goals identified by Management

  • Partner with product teams on optimal pricing models and strategies for new products and bundled solutions

  • Collaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closure

  • Develop relevant cross-functional relationships to understand products, competition, and the competitive market

  • Create sales enablement materials to train Sales on best practices for product pricing and positioning

  • Aptitude to learn and foster AI tools to enhance team productivity

  • Work closely with Finance, Legal and Operations department to optimize contract terms and close deals

  • Demonstrate a strong understanding of our customers and how they use Salesforce products

  • Ensure compliance with internal controls
     

• Required Skills/Experience

  • 12+ years of professional work experience, including 5+ years of people management experience

  • Superior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategy

  • Extensive experience in a deal management and pricing approval role

  • Highly effective written and verbal communication skills

  • Capable of explaining concepts clearly and credibly across all levels of the organization

  • Extensive experience in a deal management and pricing approval role

  • Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams

  • Language abilities – High level of Fluency (reading, writing, speaking, and listening) in English

  • Ability to build cross-functional relationships and work collaboratively to drive results

  • Ability to identify areas of improvement and propose necessary changes

  • High level of attention to detail

  • Ability to work in a stressful environment

  • Hands-on approach

  • Ability to identify areas of improvement and propose necessary changes

  • Comfortable with the ambiguity associated with a fast paced business.
     

• Desired Skills/Experience:

  • Equivalent experience highly preferred

  • Pricing Strategy, sales financial analysis, consulting, professional services risk review, procurement experience with in-depth experience structuring pricing for mid-to-large contracts is preferred.
     

• Personal Traits

  • Energetic, driven and self-starter

  • Adept at thinking on his/her feet amidst ambiguity

  • Ability to manage and prioritize competing demands

  • Ability to lead, challenge and influence at all levels

  • High integrity

  • Team player

  • Persistent, patient and resilient

  • Confident

  • Inquisitive

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