Deal Desk Operations Manager

Company Description

We are in Business for People, empowering people in service organizations with innovative Enterprise and Business software solutions. We’ve innovated and taken a new approach to delivering ERP that works for people. Self-driving, adaptive and intuitive software that is changing the way people work. Our solutions empower people and deliver a better people experience so people can spend time on meaningful high-value work they live for.
Read more on our website about how we transform work and how people feel about it, so our customers and their people can thrive.

Job Description

This role is hybrid, with the expectation to be in our office located at Torres de Lisboa once a week.

What You Will Do:

• End-to-End Testing: Manage the testing process for functional enhancements and system updates, ensuring seamless integration of new features.
• Approval Process Oversight: Ensure CPQ tool approvals are correctly configured, with appropriate roles and permissions in place.
• Sales Process Optimization: Work closely with Sales and Sales Operations to improve sales process in CRM/Dealhub
• Drive System Improvements: Identify best practice and sales process improvements, share and document them so the Sales community has easy access to the latest resources. Lead initiatives to enhance the CPQ tool and CRM process, collaborating with cross-functional teams to implement improvements that benefit the sales process.
• Training & Communication: Be an onboarding Buddy for new Sales joining the team. Provide training on new updates and changes within the CRM and the CPQ tool, ensuring the sales team is well-informed and prepared. Maintaining the Opportunity Management process library and playbook so Sales can always have access to the latest process descriptions, “How to” documents and checklists
• Cross-Functional Liaison: Compile stakeholder information, create ADOs, and collaborate with IT and stakeholders to define feasible improvements. Oversee testing, and provide communication and training to the sales team.
• Ownership of CPQ Tool: Ensure the effective and efficient operation of our CPQ tool from a sales perspective.

• Review and Approve Smaller Transactional Quotes: Oversee the approval process for upsell quotes across all regions.
• Sales Support: Assist sales teams in navigating our new subscription automation process, ensuring accurate and efficient quote approvals, and as Sales Operations streamline deal execution.
• Shadowing and Cross-Training: Shadow Senior Deal Desk representatives to understand key processes and responsibilities, preparing for team coverage during turnover or increased demand. Learn key Deal Desk and Sales Operations processes by shadowing senior representatives, and preparing for team coverage during turnover or peak periods.
• Coverage: Step in for Senior Deal Desk during holidays and busy periods to ensure continuous operations and support. Provide support for Senior Deal Desk and Sales Operations during high-demand periods.
• New Starter Training & Approval: Oversee new employee onboarding for Approvers, ensuring proper training and correct setup within the DH system. Oversee new hire onboarding for both Sales and Sales Operations, ensuring proper training and correct setup within the CRM and Deal Hub (DH) system.
• Responding to DH Inquiries: Serve as the go-to expert for general CPQ questions outside of Sales Operations' scope, potentially establishing and monitoring a dedicated CPQ support channel in MS Teams.

Here is an overview of the Senior Deal Desk Manager responsibilities that you will be supporting:

• Act as a trusted advisor to senior Sales Leadership, the sales community, and internal stakeholders.
• Develop innovative deal structures, manage risk within contractual terms, and educate the sales team on product bundles and offerings.
• Improve pricing methodologies and business terms based on data and market knowledge.
• Provide deal financial modeling and proposal support to senior team members.
• Offer deal structure guidance and recommendations to Sales, balancing data-driven approaches with creative thinking for strategic accounts.
• Drive contract execution by collaborating with Sales, Legal, Accounting, and Operations teams.
• Independently scope and complete project work to meet management goals.
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions.
• Collaborate with Sales leadership to manage month- and quarter-end deal closures.
• Review and vet sophisticated deals for Strategic Business Practices Management.
• Develop relationships to understand products, competition, and market trends.
• Create sales enablement materials to train Sales on pricing and positioning best practices.
• Work with Finance, Legal, and Operations to optimize contract terms and close deals.
• Demonstrate a strong understanding of customers and how they use Unit4 products.
• Ensure compliance with internal controls.
• Ensure timely delivery of compliant and commercially sound offers with Account Executives.
• Handle day-to-day transactional deal pricing requests.

Qualifications

We are looking for:

• 1-3 years’ experience in Pricing Strategy, Deal Desk, Bid Management, Commercial Finance, Sales financial analysis, or relevant experience preferred
• Bachelor’s degree or equivalent experience
• Outstanding analytical background with strong problem-solving skills
• Great interpersonal skills, including written and verbal communication
• Ability to build relationships and work collaboratively to get results
• Capable of explaining concepts clearly and credibly across all levels of the organization
• High level of attention to detail
• Ability to work in a fast-paced environment
• Proficiency (reading, writing and speaking) in English 
• Ideally, experienced at working in a multinational environment
• Experience in Dynamics 365 / Dealhub (or other CPQ Tools)

Additional Information

Join Unit4 and be part of one of the most exciting journeys in the cloud ERP software space. We’re a fastpaced, high-growth, people-centric company, delivering enterprise software for a great people experience, and offering our own people a host of benefits and development opportunities.

Grow with us At Unit4, we offer:

• a culture built on trust - giving you the freedom and autonomy to be successful,

• balance - with our uncapped time off policy, remote working opportunities and Global Wellbeing Days when the whole company can switch off and prioritize well-being,

• talented colleagues, role models and mentors - work, learn and be inspired by some of the best talent in the software industry,

• a commitment to sustainability - with initiatives such as our Act4Good program, a way for everyone at Unit4 to come together and engage in actions that benefit society and the planet,

• a safe and inclusive working environment – supported by our Employee Resource Groups, which are open to all and include Women at Unit4, Pride at Unit4, Mental Health and Access at Unit4, and People of Color at Unit4.