SummaryLeads or manages a Deal Desk team responsible for assisting sales in navigating complex internal and/or external requirements to structure mutually beneficial agreements with prospects and customers. May be responsible for maximizing revenue by collaborating with sales team to structure proposals. Assists sales and customer success teams with deal structure and pricing guidance to optimize profitability and meet strategic corporate goals. Builds quotes and proposals which adhere to established corporate strategies as well as legal, billing, and revenue recognition policies. Typically needs to possess a solid understanding of product offerings. Assists in the development of global pricing and policy standards across company. Evaluates current processes and offers recommendations for areas of improvement. Develops and distributes data-driven reports on pricing, structuring, and policy trends. Typically collaborates across the organization and use a high level of financial acumen and analytics skills to analyze external and internal data to influence pricing and discount practices across the organization. Incumbents at Director and Senior Director level may have high visibility in the organization and this level(s) is a strategic role typically reporting to a VP/SVP Sales Operations. This is a management level family; individual contributors should not be matched to these roles.ResponsibilitiesDeal Strategy and Deal StructureHandles large and complex deals and escalations for strategic commercial discussions with Sales, and Commercial Strategy in the development of direct, partner and government deals by thoughtfully balancing the “art of the possible” with the desired business objectiveCoaches team members in building a competitive, value-based commercial deal structure that maximizes the value of the opportunityGuides internal teams in utilizing standard deal structures when possible, but also able to navigate revenue recognition and legal concerns when crafting nonstandard deals; works with Accounting and Legal when needed Internal Alignment and Expectation ManagementManages escalations by partnering with Sales leadership to obtain buy-in including briefing senior management and managing internal stakeholder expectationsInspires and influences internal stakeholders, approvers, and senior management to remove obstacles in order to achieve desired business outcomes with short turnaround timesFacilitates alignment through effective communication within internal stakeholders and promptly resolves any conflict to encourage productive and positive interactionsManage sales support tickets, handle escalated concerns and follow up to ensure a positive resolutionDrive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies Leadership and MentorshipTrains, mentors, and coaches internal teams on best practices in pricing analysis, commercial terms and internal objection handlingAdvocate and escalation point for the Deal Desk and help build and improve the brand of the teamSupports team by ensuring alignment across Commercial Strategy, Legal, Accounting, and other stakeholders for complex pricing adjustments and nonstandard commercial termsInspires and influences internal stakeholders and approvers to remove obstacles in order to achieve desired business outcomes with short turnaround timesRecruits, coaches, manages, evaluates, and develops a team of direct reports that lead deal formationSet the standards, demonstrate the standards and hold the team accountable for excellencePartners with Sales/SalesOps leadership, Value Management, Commercial Strategy, and Legal to prioritize key deals and ensure deal closureWhat You'll NeedEducation:Undergraduate Degree or equivalent combination of education and experience in a related field.Skills:Strong listening, written, and verbal communication skills with ability to synthesize and effectively articulate concepts to cross-functional stakeholders at all levelsClear business focus and proven track record in deal structuringAbility to remain courteous and professional even during high-stress end-of-quarter deal negotiationsStrong organizational and time management skills with ability to work autonomously, set priorities, meet deadlines, and manage multiple projects in a fast-paced, changing environment while exercising sound business judgment and with minimal supervisionCan quickly identify gaps, problem solve, and then find creative and sustainable solutionsDedicated to excellent customer service while managing multiple priorities with short turnaround timesAbility to be open and honest in communications with all stakeholdersExperience:8+ years deal management, pricing strategy, and/or value-oriented negotiation roles including people managementExperience in structuring deals within a value-based sales process and building a commercial model to support the business caseExperience in reviewing redlines, drafting non standard commercial terms, and redlining customer paper as related to Master Agreements and Sales OrdersAdvanced skills in Microsoft Word, Microsoft Excel, Google Docs, and/or Google SheetsExperience supporting remote and local Enterprise SaaS sales teamsExperience with both direct B2B sales models and tiered channel partnership modelsExperience working with remote cross-functional teams such as Legal, Finance, ProductWorking knowledge of ASC 606 Revenue Accounting guidelinesSalesforce CRM, Salesforce CPQ, and CLM experience preferredTravel Requirement:Less than 10% travelWorking Conditions & Physical Requirements:Reliable internet access for any period of time working remotely, not in a Workiva officeHow You’ll Be Rewarded:Salary range in the US: $126,000.00 - $214,000.00A discretionary bonus typically paid annuallyRestricted Stock Units granted at time of hire401(k) match and comprehensive employee benefits packageThe salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.Where You’ll WorkOur values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.Customer Success: Always delight our customers.Trust: Rely on each other. Integrity: Do the right thing, every time. Collaboration: Share resources and work together. Innovation: Keep creating solutions and finding better ways. Inclusion: Support a diverse community where we all belong. Accountability: Be responsible for your success and failure.We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.At Workiva, you’ll enjoy: Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and moreWork-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work. Learn more about life at Workiva: https://www.linkedin.com/company/workiva/Learn more about benefits: https://www.workiva.com/careers/benefits Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic. We strongly encourage and welcome people from historically marginalized groups to apply.Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com. Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.#LI-RM1
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