Deal Desk Consultant

Join a team dedicated to supporting the crucial mission of improving health outcomes.

At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics and software for the health industry. Our clients include providers, health plans, employers, life sciences companies and governments around the world. With industry-leading products and focused innovation, we help customers improve decision-making and performance so that together, we drive real progress in health. Learn more at merative.com

The Deal Desk Consultant is primarily responsible for working with sales, technical sales and implementation professionals including solution architects, legal, offering management and Merative clients to develop scope of work for services, related staffing plans, pricing and contracts for new and follow-on opportunities within Merative Market Segments. The Deal Desk consultant is responsible for having an in-depth understanding of the contracting process as they will work proactively with the sales team to drive progress and qualification of opportunities and progress these contracts through Merative’s contracting process.

Key Responsibilities: 

• Provide guidance as an extended member of the sales team and work closely with clients and Merative stakeholders to progress deals through sales cycles. 
• Analyze and quantify client needs and assist sales in developing implementation strategies tailored to the market segment. 
• Document the overall technical approach for solutions to be delivered, participate in the high-level discovery of the technical aspects of the solution, and work with the extended solutioning team to create a services contract that describes the effort and cost of delivering the solution proposed. 
• Participate in deal reviews when requested. 
• Utilize defined tools to advance contracts through the approval process and provide deal status and other reports as requested. 
• Provide end-to-end management of all required approvals. 
• Own the documentation, storage, and internal publication of solutioning artifacts and opportunity tracking including contracts drafts and pricing files. 
• Perform profitability analysis as requested using Merative’s financial tools, using labor estimates and pricing as inputs. 
• Organize the transition of customer relationships to the delivery team after contracts are executed. 
• Provide regular feedback to the leadership team, product and offering management, operations, and other functional teams as appropriate. Participate in sales post-mortem calls as requested.

Key Qualifications: 

• Strong background in services sales, SaaS, and services delivery. Experience in the healthcare industry is a plus.
• Basic understanding of revenue recognition rules. 
• Excellent attention to detail and documentation skills. 
• Excellent communication skills, both written and verbal. Able to effectively deliver presentations to internal and external groups. 
• Able to capture requirements from a diverse group, from senior level executives to front line clients, and adjust techniques to the audience for maximum relevance to the solution. 
• Self-motivated and action oriented; able to think and work strategically; able to plan, prioritize and work with a complex schedule of events and activities in a fluid environment. 
• Client-focused, strong commitment to customer service. 
• Exceptional leadership, relationship-building, and virtual team skills. 
• Able to effectively partner, collaborate, and influence others in a cross-functional team to achieve goals.

Required 

• Bachelor's Degree 
• Readiness to travel 10% 
• Experience in contract creation 
• Experience with Microsoft Office products

Preferred 

• Experience in Salesforce and/or DocuSign 
• Experience in Client facing role in Sales and/or Services Implementation 
• Thorough knowledge of Software and Solutions Group contracting process 
• Prior experience in healthcare or information technology 

It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.