Senior Deal Desk Manager

Cloudera Santa Clara , CA 95051

Posted Yesterday

Job Description:

We are looking for a highly driven and successful Deal Desk Manager who is looking to take their career to the next level. This is a highly visible position within the company and you will work collaboratively across all functions sales, professional services; legal and revenue recognition teams to ensure deals are structured and negotiated to comply with Hortonworks policies and processes.

In this role you will be part of the Americas Deal Desk team and be responsible for all aspects of deal structuring; pricing, quote creation, contract reviews and non-standard terms working closely with Senior Sales executives to ensure deals are managed to their conclusion.

Responsibilities include:

Deal Desk:

  • Lead a region (primarily in the Mid-West and or East Coast) and manage the day-to-day aspects of quoting and pricing approvals including driving and supporting the sales team in multi element and complex deal structuring.

  • Partner with Sales to ensure opportunities are properly created and tracked in Salesforce including stage, probability, booking amount, and various other required fields.

  • Provide proactive support and guidance to the sales team in order to help drive new deals as well as up-sell opportunities.

  • Read, interpret, and escalate contractual language to ensure transactions comply with revenue recognition and business operational policies.

  • Responsible for the detailed analysis to determine completeness and accuracy of SOWs, PCRs & other PS documents

  • Help drive projects and initiatives focused on improving productivity and simplifying processes throughout the sales operations and sales organization.

Qualifications and Experience:

  • Highlight non-standard language in SOWs & PCRs to enable proper internal review

Project activities:

  • Provide ongoing recommendations regarding the improvement of deal desk and company deal policies

  • Minimum 5 years with experience in a multi-element and complex software solutions environment or Saas industry

  • Experience in complex deal structuring, including Enterprise License Agreements (ELAs).

  • Experience with both Channel and Direct Sales model is highly desirable.

  • Experience with pricing strategy

  • Revenue recognition knowledge

  • Must be a self-started, detail oriented, and analytical with strong organizational skills.

  • AExtremely strong interpersonal, verbal, and written communication skills.

  • Must be willing to work extended hours during end of quarters

  • Salesforce experience, case management experience a plus

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Senior Deal Desk Manager