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Deal Desk Specialist (Utah or Colorado)

Company: Cockroach Labs
Location: Salt Lake City
Posted on: June 25, 2022

Job Description:

This is a highly visible position that requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business thinking skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to proactively and effectively work together with all organizational levels within a fast-moving high-technology company, particularly interfacing between Sales teams and internal cross-functional stakeholders. This role will be located remotely in the US.

You Will

  • Provide business, pricing, product knowledge, and analytical support to sales for large, complex, non-standard transactions.
    • Engage with designated sales teams to provide pricing & deal structuring guidance
    • Function in sales advisory capacity to coach sales on objection handling techniques, contractual options, and standard business terms.
    • Function as a sales advocate to liaise with Legal and Finance business partners to address/resolve sales impediments.
    • Facilitate the sales approval and/or "standardized" contract document generation processes. Ensure compliance with published sales & business approval policies.
    • Streamline and automate the process for non-standard deal approvals, e.g. thresholds and rules, approver roles and responsibilities, approval routing and workflow design, automated exception alerting and communications, and the creation of a hierarchy of special terms, tips/techniques and recommended workarounds
    • Perform all QTC processes throughout each phase of its lifecycle, including but not limited to order generation and review, opportunity processing, and enablement of all downstream workflows. Ensure data quality is maintained throughout our systems per corporate guidelines for accurate forecasting and reporting.
    • Foster and maintain strong working relationships with critical business partners (e.g. Revenue Recognition, Legal, Finance, etc.) expedite the review & approval process.
    • Identify potential training issues and coordinate with internal teams to develop & deliver sales enablement tools (e.g. Product & Pricing FAQ's, Sales Approval templates, etc.).
    • Proven leadership skills to continually streamline and improve practices, including tools, templates and processes, to support and efficient and effective deal desk
    • Participate in the integration planning & execution process for new lines of business (e.g., Cloud, Channel). Develop operational readiness plans and assess quoting readiness. Oversee tool enhancement activities, drive testing plans and deliver functional tools to the deal desk teams.
    • Work with deal support teams (e.g. Legal, Revenue Recognition, Finance, etc.) to address complex pricing/commercial terms and provide options to enable sales to address and overcome customer objections while maximizing revenue/bookings.
    • Undertake other sales operations responsibilities and projects as needed.
      The Expectations

      In your first 30 days, you will complete our general and sales onboarding programs and learn about our message and product. We believe it is essential for you to take this first month to become familiar with our technology and our company. During this time, you will also take a deep dive into our current Revenue processes, policies, and systems.

      In your first 60 days, you will become more familiar with our systems (in particular our Salesforce implementation), processing procedures, and the Deal Desk workflow. You will gain exposure to the types of requests we receive and how they are triaged/actioned, diving into specific examples. You will start processing opportunities and field certain types of requests and be included in others to understand the range of requests received and their path to resolution.

      In the first 90 days, you will be fielding all types of Deal Desk requests and processing all opportunities, and will start contributing to projects and ongoing initiatives in service of the team mission.

      You Have
      • 3-5 years previous consulting, financial analysis, sales, sales operations, and/or pricing background preferred.
      • A proactive, energetic, and customer-centric attitude and ability to forge collegial relationships at all levels of the organization while providing responsive, first-class support to a high growth sales organization.
      • Exceptional organizational skills with the ability to manage multiple deadlines simultaneously with superb attention to detail and accuracy.
      • Excellent verbal, written, and interpersonal communication skills.
      • Enthusiastic about identifying and making recommendations for enhancements to our process and systems to increase efficiency, and subsequently supporting the design and implementation of said enhancements as required.
      • Comfortable embracing aggressive goals and the need for continuous improvement.
      • Adaptable, flexible, and able to manage shifting and competing priorities.
      • BA or BS degree
      • Proficiency with Salesforce CRM; experience with Salesforce CPQ desirable

Keywords: Cockroach Labs, Salt Lake City , Deal Desk Specialist (Utah or Colorado), Other , Salt Lake City, Utah

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