And that's where you come in:
As a Deal Desk Manager, APAC at Instructure, you will be a trusted advisor to the Sales and Renewals teams, providing guidance on deal structure, pricing, and best practices. You will be responsible for supporting Sales team members in navigating the deal process, ensuring compliance with policies and systems, and coaching and training Sales on the deal process and best practices. You will partner closely with multiple departments within the company, including Sales, Renewals, Revenue, Legal, Accounts Receivable, and more, to manage deal approvals, contract negotiations, and overall deal management.To be successful in this role, you must be a highly organized and detail-oriented individual with a deep understanding of sales processes and pricing strategies. You should have excellent communication skills and the ability to work collaboratively with cross-functional teams. You should also have a passion for innovation and the ability to think creatively to help the company scale and optimize its deal processes through automation.
What you will be doing:
- Partner with our Sales teams on best practice deal management & contract structuring. Nurture deals through the sales cycle & our approval process in collaboration with Sales, Revenue Operations and Finance Operations.
- Advise, coach, and train our Sales team on our processes and policies to improve enablement, efficiency, scale, and profitability, deal structure and pricing to optimize profitability, meet strategic corporate goals, and accelerate deal closure.
- Ensure proper approvals are obtained pertaining to deal structure such as discounts, payment terms, language customization and special licensing terms.
- Ensuring data integrity standards are maintained for opportunities in stages from ‘quote to close.’
- Work with Finance, Accounting, and RevOps to ensure our quota and commissions data is both accurate and consistent between Salesforce and our backend financial system.
- Be accountable for continuous review of deal progression and partnering cross-functionally to ensure optimal deal cycle times and flawless execution in the Closed Won process for Standard and Non-Standard Deals
- Conduct timely audits adhering to established SLAs for Closed Won deals ensuring proper process, paperwork, signature, and other required information is gathered timely and accurately.
- Develop in-depth knowledge of Instructure’s licensing model, pricing, and policies to provide deal support to our Sales and Renewals teams.
- Identify opportunities to enhance and streamline systems and processes (e.g., bugs and gaps that could be automated) and work with relevant teams to have them fixed.
- Prepare and maintain existing documentation around the Deal Desk's internal and external processes.
- Perform monthly reporting, ad hoc requests, and projects, as necessary.
Here is what you will need to know/have:
- BS/BA in Business, Finance, Accounting, Economics, or relative field experience
- 5+ years of experience, preferably in Deal Desk, Sales Ops, Finance, Pricing or Operations
- Preferred related experience in a SaaS or high-tech company.
- 3+ years of working in the Salesforce ecosystem and CPQ.
- Solid business acumen, analytical and critical thinking skills, and demonstrated ability to partner with other cross-functional departments.
- Ability to multi-task and prioritize at times of high volume, schedule flexibility during End of Month and End of Quarter.
- Strong Microsoft Excel skills.
- Excellent organizational skills and ability to multi-task.
- Strong personal and interactive skills with all levels of management.
- Meticulous with the ability to help drive automation and innovation.
- Effective communication and people skills.