As a Sales Support Specialist, you will assist the sales and customer success teams, within Rapid7's proposal to cash process, by guiding them on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7's non-standard contracting process. You will be responsible for ensuring deals are correctly constructed to address the intricacies of our contract process so that the deal cycle can be completed promptly.
About the Team
The Deal Operations team performs Rapid7's global deal desk function. The team supports our Go-To-Customer teams by assisting with high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal processes. Additionally, the Deal Operations team works cross-functionally to operationalise the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale.
About the Role
As a Deal Operations Analyst, you will serve as a trusted advisor to Rapid7's account teams on deal structure and quoting. You will advise on alternative contract options and/or value propositioning to help drive deal closure.
In this role, you will:
- Monitor the deal support ticket queue to provide general quoting assistance and advice on common deal questions and Proposal to Cash process questions, in a timely fashion
- Advise sales reps on complex requests and escalate to senior members of the team, as needed, to ensure compliance with internal business policies and revenue recognition guidelines
- Collaborate with impacted parties to identify acceptable options to facilitate deal closure. This will include teaming with Proposals, Order Management, Finance, Legal, and other Operations teams
- Utilizing NetSuite (ERP+CRM), Salesforce (CRM), and Zendesk (ticketing), assist Go-To-Customer teams by building complex quotes that deliver customers an excellent procurement experience while adhering to our pricing, quoting, and booking policies. This includes the following:
- Execution of quotes for limited time sales promotions
- Execution of quotes for complex deal structures
- Drafting custom billing schedule language
- Drafting custom renewal language
- Drafting other custom contractual language
- Collaborate with impacted parties to provide post booking deal support by identifying solutions for common Quote to Cash errors
- Build relationships with internal partners to resolve issues in a timely fashion
- Support new Go-To-Customer initiatives by performing User Acceptance Testing and by delivering trainings for Proposal to Cash teams
- Create & maintain Deal Operations process documentation
The skills you'll bring include:
- 1-3 years of experience in order management, sales operations, or business operations role
- Strong analytical skills with a high attention to detail.
- Independent/flexible problem-solving skills with ability to positively cope with change
- Highly organized, customer focused, and ability to meet tight deadlines
- Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End of Quarter
- Thorough communicator and open to feedback
We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don't be shy - apply today.
About Rapid7
Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We're on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.
With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.
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We do this by embracing tenacity, passion, and collaboration to challenge what’s possible and drive extraordinary impact.
Here, we’re building a dynamic workplace where everyone can have the career experience of a lifetime. We challenge ourselves to grow to our full potential. We learn from our missteps and celebrate our victories. We come to work every day to push boundaries in cybersecurity and keep our 11,000+ global customers ahead of whatever’s next.
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What makes us unique is how we embrace, model, and celebrate our core values. By challenging convention, being an advocate, creating impact together, always bringing our full selves, and recognizing that our work is never done, we are able to make an extraordinary impact on our business, our industry, and our own career growth.
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