Senior Deal Desk Analyst, APAC

Business Area:

Seniority Level:

Job Description: 

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry.  Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

We are looking for a customer-centric attitude and appreciation for working collaboratively in a fast paced environment. The desired candidate will thrive in environments where uncertainty is common and is skilled in bridging business and sales needs. This role will play a key role in working with cross functional teams to transform of Deal Desk for efficiency and scale.

As a Senior Deal Desk Analyst you will:

Deal structuring:

• Act as the expert to guide the field on complex deal structures, ensuring accurate pricing, commercial terms are negotiated to yield most beneficial deal structure.

• Provide deal structure guidance to field sales and accelerate deal closure through the development of in-depth knowledge of Cloudera’s licensing model, deal structures, deal scoring and pricing to support to our worldwide sales teams.

• Structure solutions in terms of pricing, value propositions and deal terms on larger, more complex deals including quote builds and quote approvals

• Develop the most appropriate offer (products, pricing, solutions and T&Cs) for the customer in collaboration with the field in the context of a variety of information on the customer and our business contracting strategies.

• Review and approve all non-standard requests. Ensure all required approvals and next steps are properly obtained and clearly documented. Ensure that all transactions adhere to internal revenue recognition guidelines and operational guidelines.

• Provide consistent RFP responses through pre-defined content & the creation of standardized templates.

• Ensure all sales operations requests are actioned and followed up to closure.

Commercial experience:

• Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations; quantitative experience required

• Driving incremental revenue by reducing variability and leakage in discounting practices and improving cross sell and upsell opportunities; take a holistic view of the levers that affect profitability (products, prices and T&Cs)

• Build out deeper analytics on deal approvals, deal yields, price realization on all products; proactively use analytics with the field to move from reactionary to proactive negotiations and deal development

• Strong understanding of software revenue recognition issues, including revenue recognition under 606

Complex environment / cross-functional:

• Partner with the field organization to drive large deals to closure, being a one-touch for the field organization, liaising with all organizations cross functionally involved in the agreement process (finance, legal, order management, etc.)

• Ability to work effectively in a team environment with diverse stakeholders across Corporate Deal Desk, Finance, Sales, Pricing, Legal and drive consensus to meet deadlines

• Represent sales operations, accounting, finance and legal interests in the structuring of non-standard deals. Drive approvals of non-standard business terms including legal compliance and software revenue recognition

• Work cross-functionally with product, sales operations, sales, finance and legal to recommend changes to deal structures in response to observed behaviour in the field.

• Communicate and document deal next steps and drive actions to resolution

• Deliver field enablement content on policy changes, product pricing.

Build institutional memory / Scale:

• In conjunction with other stakeholders, manage and recommend best practices to streamline negotiations and improve the customer experience.

• Work to standardize deal structures globally while recognizing local business practices where necessary.

• Develop and distribute deal best practices in collaboration with sales through data-driven analysis of win/loss results, pricing trends, and structuring trends. Analyze win/loss and price trends.

We’re excited about you if you have:

• 6-8 years of experience in deal desk, deal structuring or equivalent deal desk sales operations roles

• Experience in dynamic software subscription companies preferred

• Demonstrated ability to work effectively in a team environment with diverse stakeholders across Finance, Sales, Pricing, Legal and drive consensus to meet deadlines

• Ability to analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations; quantitative experience required

• Ability to proactively analyze and recommend the best course of action for complex pricing and licensing situations within a sales cycle.

• Experience in Finance/Revenue with deal structuring experience

• Strong organizational and execution skills and ability to manage competing priorities

• Strong understanding of software revenue recognition issues, including revenue recognition under 606 Proficiency with both direct and indirect sales models

• Ability to analyze and recommend licensing structures and contract terms

• Elaborate understanding of contractual terms in software agreements and comfortable reading legal contract language

• Excellent analytical and problem solving skills to enable informed decision making

• Expert knowledge of Microsoft Excel, salesforce, CPQ and prior experience with modeling and analysis preferred

• Ability to drive rapid, but fact-based decision-making with imperfect data

• Ability to manage multiple variables / levers, and toggle approach within defined parameters based on customer needs and business objectives

• Strong negotiations and influencing skills with experience supporting customer negotiations / contract development is preferred

• Experience with sales teams, sales mindsets and customer needs

• Clear and thoughtful communicator with exceptional critical thinking skills

What you can expect from us:

• Generous PTO Policy 

• Support work life balance with Unplugged Days

• Flexible WFH Policy 

• Mental & Physical Wellness programs 

• Phone and Internet Reimbursement program 

• Access to Continued Career Development 

• Comprehensive Benefits and Competitive Packages 

• Paid Volunteer Time

• Employee Resource Groups

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