Deal Desk Manager

4 weeks ago

pune, India Icertis Full time
With unmatched technology and category-defining innovation, Icertis pushes the boundaries of what’s possible with contract lifecycle management (CLM). The AI-powered, analyst-validated Icertis Contract Intelligence (ICI) platform turns contracts from static documents into strategic advantage by structuring and connecting the critical contract information that defines how an organization runs. Today, the world’s most iconic brands and disruptive innovators trust Icertis to fully realize the intent of their combined 10 million contracts worth more than $1 trillion, in 40+ languages and 93 countries. Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destinationThe Deal Desk team’s charter is to help our Sales and Customer Advocacy teams drive revenue to close efficiently by supporting the deal structuring process prior to execution and coordinating internal stakeholders to drive alignment on reporting and delivery after execution. The team is responsible for ensuring execution throughout the quote to cash process. One of the team’s key points of focus is individual deal management including pricing and commercial design, navigating approvals and the creation of executable documents including order forms. This includes verification for relatively simple deals all the way through the coordination needed for the most financially and legally complex non-standard deals for the company. The Deal Desk Manager will be a key member of the Deal Desk team and will lead the team’s efforts to execute renewals and also be a key part of executing other transaction types. 

What you will do:

Be the Subject Matter Expert for the commercial structuring of renewals. Partner with the Field Operations team to create reporting on customer renewals. Partner with the Customer Success Team to ensure renewal metrics are recorded correctly. Utilize renewal reporting and metrics to influence optimal renewal outcomes with the sales team. Translate business policy and pricing and packaging policy into efficient renewal processes. Be the trusted advisor & go-to resource for assigned sales regions on deal structure, quoting, and order form creation. Be the primary point of contact for individual sellers for all questions related to deal structure, opportunity booking, subscription management. Coordinate with various internal stakeholders to stay up to date on latest financial, operational and legal policies and ensure that all deals under review follow these policies. Identify non-standard terms and conditions in deals and coordinate internal approvals for these conditions. Partner effectively with revenue accounting, billing, FP&A, cloud operations and other revenue operations stakeholders to ensure all necessary steps in the quote to cash process are executed effectively. Review opportunities to ensure accurate recording of booking metrics.

What you bring:

A minimum of 8 years work experience in a professional business setting. 5 to 7 years’ experience in Deal Desk, Sales Operations, Contract Management or Sales Support. Familiarity with Salesforce CRM. Familiarity with Salesforce CPQ and quoting. Familiarity with commercial terms for Business SaaS. Prior exposure to accounting rules for SaaS and ASC 606. Understanding of contracting principles for SaaS sales. Understanding of software pricing and packaging. 2 years’ experience in B2B SaaS preferred.

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