Adobe - Senior Deal Desk Analyst, Bengaluru

• Sr. Deal Desk Analyst

Job Description Summary

Supports all commercial related activities including, but not limited to, deal structuring, contract creation, pricing, review and approval for offers, contract management and providing support to field sales for quoting purposes. Ensures deals are structured and processed efficiently and align to company policies. Reviews, interprets and confirms contract terms and conditions; works closely with finance and legal teams to ensure all contracts are accurate. Verifies compliance with internal policies (and external regulations). Responsible for drafting, modifying and finalizing contracts, including new and add-on business. Responsible for the handling of day-to-day queries from groups including, sales, sales development and account management teams using quoting tools and/or CRM system. May support sales enablement group. Resolves problems through research, consulting with internal support teams, to identify the appropriate tools for success. Review and approve deals for companys customers and prospects.

Primary Responsibilities

• Independently manage complex, non-standard deals, including multi-year contracts, multi solutions, and volume-based discounts.
• Collaborate with collaborators such as customers, partners, team members, and other teams to optimize profitability and ensure policy adherence. Work closely with collaborators to ensure smooth deal progress and timely approvals.
• Identify and resolve bottlenecks in the deal process to improve efficiency and execution.
• Provide data-driven insights and recommendations based on pricing strategies, GTM, and discounting policies.
• Advocate for best deal structures that align with Adobe objectives while maintaining positive relationships with all teams.
• Engage customers to handle communication and prioritization with Sales and other internal collaborators.

Review Deals

• Understand and follow guidelines of the Legal Playbook, Wiki, ECM/AGX system, and Adobe policies.
• Ask questions to understand the business rationale behind deals and ensure clarity.
• Understand deal attributes and customer requirements, advising sales to meet customer needs.
• Be self-sufficient on standard deals, handling them autonomously, and seek support for complex deals.
• Perform self-quality checks on all deals, ensuring internal quality above 95% and 100% booking quality.
• Accurately interpret approval guidelines to ensure relevant teams are looped appropriately.
• Provide timely deal status updates to sales, set expectations, and manage all the assigned deals efficiently.

Deal Structuring Competence

• Develop a deep understanding of product offerings, use cases, and guidelines to make informed decisions on deal structuring and exceptions.
• Support various deal structures by mastering the knowledge of deal approval processes, licensing, and buying programs.
• Serve as an SME (Subject Matter Expert) for 2+ products/solutions.
• Ensure timely preparations to contribute to quality deal reviews.
• Draft contracts using system outputs and legal playbook, ECM/AGX, and Wiki, and make updates for non-standard deals by adhering to Adobe guidelines.

Be Responsible & a great teammate

• Foster collaboration and support for team and customer success, sharing the workload as and when needed.
• Guide analysts and share knowledge of various deal scenarios to help build team expertise.
• Seek feedback to identify training gaps and contribute to building a high-performing team.

Deal Timing & Prioritization

• Partner early with Sales on key deals to ensure timely execution and alignment with priorities.
• Clarify expectations with collaborators regarding deal timelines, approvals, and necessary documentation.
• Provide timely, transparent deal status updates and proactively manage risks and delays.
• Monitor deal queues, prioritize based on sales reviews, and raise issues or risks to deal desk managers with actionable solutions.

Training & Continuous Learning

• Actively pursue learning opportunities and mentor junior team members to ensure ongoing development.
• Contribute to knowledge-sharing platforms and assist with training new team members.
• Lead by example on deal structuring, negotiations, and providing various deal options.

Quality Management

• Conduct quality checks to maintain high standards for self-deals and analysts.
• Monitor analysts performance to meet quality metrics and share standard methodologies for continuous improvement.
• Identify quality gaps and highlight them to the manager with recommendations.

Stretch Goals Expectations

• Provide strategic feedback to improve processes and project deliverables.
• Establish stretch goals for self which would bring measurable business impact.
• Provide feedback on process improvements to boost team performance and cross-functional collaboration. Suggest and implement operational changes to improve deal flow and overall team efficiency.

Skills

• Advanced knowledge of sales processes, pricing models, and deal structures.
• Proficiency in CRM systems (Salesforce, Dynamics) and develop knowledge on data analysis tools.
• Strong analytical, problem-solving, and prioritization skills.
• Excellent communication and collaborator management abilities.

Professional Experience

• Bachelors degree in business, Finance, or related field.
• Minimum of 7-10 years of relevant experience in deal desk, sales operations, or related roles.