Deal Desk Operations (Remote US)

Company Description

Dear trailblazers, forward-thinkers, and doers - We want you. DataStax is the open, multi-cloud stack for modern data apps. DataStax gives enterprises the freedom of choice, simplicity, and true cloud economics to deploy massive data, delivered via APIs, powering rich interactions on multi-cloud, open source and Kubernetes. We subscribe to a set of principles that guide how we collaboratively work together. We inspire each other with our values, obsessing over users and enterprises, taking action and focusing on results, innovating in technology, products, and everything we do, and defining success as the team winning. We foster a diverse working environment that is respectful, generates new ideas, promotes ownership, and encourages highly motivated individuals to shape tomorrow. These form the foundation of DataStax's culture and help drive our decisions.

Job Description

As a deal desk professional, you will be a key enabler of deal formation and execution; increase sales efficiency, deal cadence, and improve business visibility and global consistency. You will be responsible for ensuring every deal is structured and processed inline with the finance policies.

What you will do:

  • Enable deal formation and execution: Be the trusted advisor to the sales team on deal structure and economics, by assisting with pricing, discounting and other non-standard terms and conditions. Use analytics to inform pricing strategy.

  • Provide sales and finance management early visibility into the potential impact of deals.

  • Work as the primary liaison between multiple groups, such as revenue, sales ops, legal, pricing, product management, support, to help facilitate the deal process.

  • Manage all approvals on non-standard terms.

  • Complete and maintain accurate records of opportunities, approved quotes, and deal-related communications.

  • Partner with the legal team in contract negotiations with the goal of limiting financial risk and exposure to the business.

  • Own and facilitate early checkpoint processes and drive closure on non-standard deals, preferably early in the sales process.

  • Develop and provide customized sales-support collateral, to assist sales with negotiations, if appropriate.

  • Enable a consistent view of pricing across use cases, products, channels and region.

Your experience should include:

  • Making data-informed decision-making and process-oriented mindset

  • Strong understanding of value drivers in recurring revenue business model

  • Proven success working independently and in a strong team environment, and to deliver on detail as well as strategy.

  • Technically savvy - can clearly articulate benefits and business value of DataStax

  • Extensive knowledge and expertise in enterprise software / software-as-a-service licensing models

  • Strong value-add expertise in helping sales to structure and guidance to maximise deal revenue and balance profitability, as well as foresight in mitigating delays in sales cycles, through strong internal stakeholder collaboration

  • Exceptional business acumen and customer-centric focus.

  • Strong communication and presentation skills.

  • Strong negotiation skills to effectively facilitate decisions and achieve favorable outcomes.

  • Strong interpersonal and relationship skills; ability to work cross-functionally and with senior management.

  • Ability to work under pressure, multi-task and prioritize with a positive, can-do attitude.

  • Strong CRM / CPQ experience

If this motivates you, we'd love to hear from you! Would you like to join our team?

Min-$162,687-$244,031-Max

Additional Information

All your information will be kept confidential according to EEO guidelines.

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