The Role
The Deal Operations Analyst assists sales and customer success teams with deal structures, guiding them through contract processes and ensuring correct deal closure.
Summary Generated by Built In
Deal Operations Analyst
As a Deal Operations Analyst, 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 also be responsible for assisting our account teams in navigating internal systems and standard processes, ensuring deals are correctly constructed to address the intricacies of our contract process, facilitating timely deal closure.
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 the structuring of high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal systems and processes. Additionally, the Deal Operations team works cross-functionally to operationalize the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale. Ultimately, the Deal Operations team forms a strong partnership with Rapid7's account teams with the goal of removing barriers and accelerating the deal cycle.
Proficiency in gSuite, Salesforce, and/or Tableau a plus
About the Role
As a Deal Operations Analyst, you will serve as a trusted advisor to Rapid7's account teams on matters related to deal structure, quoting, and internal business policies. You will advise on alternative contract options and/or value propositioning to help drive deal closure as well provide enablement around deal cycle best practices and quoting within Salesforce.
In this role, you will:
The skills you'll bring include:
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.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.
As a Deal Operations Analyst, 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 also be responsible for assisting our account teams in navigating internal systems and standard processes, ensuring deals are correctly constructed to address the intricacies of our contract process, facilitating timely deal closure.
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 the structuring of high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal systems and processes. Additionally, the Deal Operations team works cross-functionally to operationalize the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale. Ultimately, the Deal Operations team forms a strong partnership with Rapid7's account teams with the goal of removing barriers and accelerating the deal cycle.
Proficiency in gSuite, Salesforce, and/or Tableau a plus
About the Role
As a Deal Operations Analyst, you will serve as a trusted advisor to Rapid7's account teams on matters related to deal structure, quoting, and internal business policies. You will advise on alternative contract options and/or value propositioning to help drive deal closure as well provide enablement around deal cycle best practices and quoting within Salesforce.
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
- Partner with Rapid7's account teams to refine requirements for complex deal structures, including upgrades and expansions, both mid subscription term and at time of renewal
- Advise sales reps on non-standard 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 and secure necessary internal approvals. This will include teaming with Sales, Customer Success, Proposals, Order Management, Finance, Legal, and other Operations teams
- Utilizing Salesforce (CRM), and ticketing systems, assist Go-To-Customer teams by outlining the structuring of non-standard quotes that deliver customers & channel partners an excellent procurement experience while adhering to our pricing, quoting, and booking policies. This includes the following:
- Drafting custom billing schedule language
- Drafting other non-standard contractual language
- Architecting quote structures for complex non-standard deals
- Collaborate with impacted parties to provide post booking deal support by identifying solutions for common Quote to Cash issues
- 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
- Assist with projects to drive automation and efficiency
The skills you'll bring include:
- 1-3 years of experience in a deal desk, order management, sales operations, or business operations role
- BA/ BS in Business Administration, Finance, or Accounting degree from 4 year college or university or equivalent experience
- Strong analytical skills with a high attention to detail
- Commercial acumen and a proactive approach to data analysis and insights
- Collaborative team player, who also has the ability to work independently
- 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.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.
Top Skills
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The Company
What We Do
At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what’s possible and drive extraordinary impact. We’re building a dynamic and collaborative workplace where new ideas are welcome.
Protecting 11,000+ customers against bad actors and threats means we’re continuing to push the envelope - just like we’ve been doing for the past 20 years. If you’re ready to solve some of the toughest challenges in cybersecurity, we’re ready to help you take command of your career.
Join us.
Why Work With Us
With our products, research, and open source communities, we’re building a secure digital future for everyone. This means constantly learning and evolving in an industry that’s anything but stagnant. You’ll be faced with tough challenges, and given the support to find creative solutions that drive our business, and your career forward.
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Rapid7 Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our default working model is hybrid, with employees working three days per week in the office. This approach underpins our commitment to flexibility and adaptability while supporting our dedication to development, teamwork and customer purpose.
Typical time on-site:
3 days a week
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