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Director - Deal Strategy and Pricing

4 weeks ago

Hyderabad, Telangana, India Salesforce Full time
Job Description

Responsibilities:

- Build, hire, and manage the Center of Excellence (CoE) Deal Strategy function in [Hyderabad/Mexico City]
- Drive the implementation of the CoE strategy and lead the design and implementation of a common program management methodology, standards and tools to drive and facilitate the successful delivery of deal support
- Lead the execution of a CoE governance, reporting and review framework to provide a holistic view of all activities and manage interdependencies and coordination across all teams.
- Implement strategic plans and optimize operational performance with appropriate controls and processes
- Lead, motivate and mentor the team, monitoring performance, fostering ongoing professional development and ensure staff have the knowledge and skills to achieve their work objectives
- Review, manage, and approve pricing escalations for complex deals on behalf of Global Deal Desk management in a timely manner
- Partner in a trusted adviser capacity with senior Sales Leadership, sales community and other internal stakeholders
- Provide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure and educate the sales team on our latest product bundles and offerings
- Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions
- Partner with product teams on optimal pricing models and strategies for new products and bundled solutions
- Independently scope and execute project work with minimum oversight to meet goals identified by Management
- Collaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closure
- Develop relevant cross-functional relationships to understand products, competition, and the competitive market
- Create sales enablement materials to train Sales on best practices for product pricing and positioning
- Work closely with Finance, Legal and Operations department to optimize contract terms and close deals
- Demonstrate a strong understanding of our customers and how they use Salesforce products
- Ensure compliance with internal controls

Required Skills/Experience

- 16+ years of professional work experience, including 7+ years of people management experience, managing both individual contributors and people managers
- Superior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategy
- Extensive experience in a deal management pricing approval and/or services risk review role
- Highly effective written and verbal communication skills
- Capable of explaining concepts clearly and credibly across all levels of the organization
- Extensive experience in a deal management and pricing approval role
- Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams
- Language abilities - High level of Fluency (reading, writing, speaking, and listening) in English
- Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams
- Ability to build cross-functional relationships and work collaboratively to drive results
- Ability to identify areas of improvement and propose necessary changes
- High level of attention to detail
- Ability to work in a stressful environment
- Hands-on approach
- Aptitude to learn and foster AI tools to enhance team productivity
- Comfortable with the ambiguity associated with a fast paced business.

Spotlight

- Cafeteria, Office cab/shuttle, Free meal, Professional degree assistance, Health insurance