Senior Analyst - Deal Strategy and Pricing

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Our Global Center of Excellence Deal Strategy team provides deal pricing support for our CRM product lines and professional services statements of work risk review across geographical regions, verticals, and business segments. We help our businesses achieve their short term targets while protecting our company’s long term revenue streams and profitability. We also provide expert guidance on deal structuring and act as trusted advisors to our senior executives, contributing to our company’s overall success.
To help us achieve our mission, we are looking for a Deal Strategy Senior Analyst to join our team in [Hyderabad/Mexico City]. This person will be responsible for delivering deal structuring, pricing support, and risk review for our Commercial business across multiple regions. Additionally, this person will help structure contracts and product solutions to address unique customer needs. Finally, this person will help scale our Deal Strategy function internally.
Responsibilities:

• Analyze and assess deal pricing requests based on both quantitative and qualitative criteria

• Make pricing approval decisions and manage communications with sales reps and sales managers in a timely manner and adhere to compliance

• Handle daily quote approvals, non-standard deal requirements, and deal review cycle

• Challenge status quo to make recommendations that drive price increases and discount reductions

• Create sales enablement materials to train Sales on best practices for product pricing and positioning

• Develop relevant cross-functional relationships to understand products, competition, and the competitive market

• Work closely with Finance, Legal and Operations departments to optimize contract terms and close deals

• Demonstrate a strong understanding of our customers and how they use Salesforce products

• Ensure compliance with internal controls

• Assist in creating Professional Services deal reviews and risk profiles with detailed accuracy, supporting KPIs, and risk mitigations that provide strategic benefits to Salesforce primarily in support of Professional Services organization

• Partner and support sales teams on policies and guidelines, processes, risk identification, and mitigation

• Document findings, risk, and key financial information once the deal review is complete and render a recommendation for deal approval

• Schedule and conduct project/engagement reviews to assess status, risks, management intervention or remediation needs, and customer satisfaction

• Contribute to the sales feedback loop for sharing learned lessons enabling continuous improvement of deal development

• Create easily consumable materials for large groups of stakeholders and executives that showcase actionable insights and recommendations to help drive services risk management strategy and operation

• Participate in internal GSRM projects or infrastructure development as needed

Required Skills/Experience

• 7+ years of professional work experience

• Superior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategy

• Experience managing pricing approvals

• Experience working with sales teams in a deal desk or commercial-selling function

• Highly effective written and verbal communication skills

• Capable of explaining concepts clearly and credibly across all levels of the organization

• Language abilities – High level of Fluency (reading, writing, speaking, and listening) in English

• Ability to build relationships and work collaboratively to drive results

• High level of attention to detail

• Ability to work in a stressful environment

• Hands-on approach

• Ability to identify areas of improvement and propose necessary changes

• Comfortable with the ambiguity associated with a fast paced business

• Bachelor’s Degree or equivalent work experience required

Desired Skills/Experience:

• Pricing Strategy, sales financial analysis, consulting, professional services risk review, procurement experience with in-depth experience structuring pricing for mid-to-large contracts is preferred.

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