Deal Strategy Analyst

Deal Desk Analyst

In this role, you will provide essential support to the sales team at a rapidly growing US based software company. The ideal candidate will approach their work with meticulous detail, owning the roles of tactician and strategist. You will receive quote requests from the sales team, review, approve and provide accurate quotes while communicating with various departments within the organization. Our work environment is casual and fun, but we also work hard. The ideal candidate will be positive, proactive, assertive, and innovative, with well-developed written and communication skills.

Responsibilities

• Support the EMEA sales team to structure pricing and provide quotations for customers and partners. You may also help with overflow from other Geos (APAC and AMS) as needed.

• Work with multiple teams at our Austin, TX US based Headquarters and across EMEA including Sales, Product/Pricing specialists, Finance and Contracts to build and approve pricing and deal structure.

• Use CPQ and available tools to help the sales team issue quotation documents to the customer or partner for signature.

• Gain and maintain up to date product knowledge of the SailPoint product suite and its components.

• Map out non-standard complex deals and provide advice to help identify appropriate pricing model.

• Ensure discount levels and payment terms are compliant and in-line with company guidelines.

• Monitor and chase pricing exception approvals, escalate when appropriate and build a strong relationship with approvers.

• Check for forecast accuracy by ensuring the correct quote is reflecting on the opportunity in Salesforce.com.

• Verify account legal entity names and billing addresses are accurate on all paperwork.

• Perform post close audit reviews to ensure the correct SKU and support information is copied over to the contract record correctly.

Skills

• Experience with CRM databases, preferably Salesforce.com and quoting tools, ideally Salesforce CPQ.

• Excellent attention to detail.

• Understanding of subscription and perpetual models desirable.

• Ability to manage expectations of a sales team with tight deadlines and constantly changing priorities.

• Aptitude to manage discounting and margins for partners.

• Proficient in Microsoft Office and Adobe DC.

• Mathematically inclined and data driven.

• Highly responsive with excellent communication skills, both written and verbal.

• Ability to prioritize and manage your own workload with minimal oversight.

Within 30 days:

You will complete corporate onboarding, meet the team, and review internal training documents and guides to understand processes. Become familiar with Salesforce instance and quoting tool CPQ while navigating resources needed for your day-to-day role.

Within 60 days:

You will be comfortable creating quotes independently and have a general understanding of our pricing guide and policies. You will be able to complete quote approvals and closed deal reviews utilizing our internal checklists and guides. You will be able to assist the sales team with quoting and deal structure with some assistance from your manager or a team member.

Within 90 days:

You will be working independently supporting the sales team with minimal assistance from your manager or a team member. You will become comfortable suggesting options for deal structure to achieve the best possible outcome for both the customer and SailPoint. You will be able to identify which cross functional teams should be brought in for assistance with certain complex situations or requests.

Within 6 months:

You will be independent and the “go-to” resource for the sales teams you support and assist them with all complex quoting and deal structure. You should be comfortable presenting a CPQ enablement session to new sales representatives and answering questions about building quotes and how to use the tool. You should have a full understanding of the pricing guide, policy statements and approval hierarchy while navigating exception requests.

Within 1 year:

In addition to the above, you will have the opportunity to identify an area of interest to take on outside of daily deal desk activities for the advancement of the team. This could be enablement, CPQ configuration, working with another team on a cross functional project, data projects, process improvement, or initiating change.

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.