Manager - Deal Strategy and Pricing

Responsibilities:

• Manage and guide a small team of high-performing pricing professionals
• Review, manage, and approve pricing escalations for complex deals and services risk review on behalf of Global Deal Strategy management in a timely manner
• Manage communications with sales leaders and deliver approval/rejection context
• Lead, motivate and mentor the team, monitoring performance, fostering ongoing professional development and ensure staff have the knowledge and skills to achieve their work objectives
• Partner in a trusted adviser capacity to senior Sales Leadership, sales community and other internal stakeholders
• Provide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure and educate the sales team on our latest product bundles and offerings
• Analyze incoming deals along review criteria (both quantitative and qualitative)
• Challenge status quo to make recommendations that drive price increases and discount reductions
• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions
• Recommend pricing structures based on the Customer s business drivers and ability to sell value.
• Independently scope and execute project work with minimum oversight to meet goals identified by Management
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions
• Collaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closure
• Develop relevant cross-functional relationships to understand products, competition, and the competitive market
• Create sales enablement materials to train Sales on best practices for product pricing and positioning
• Aptitude to learn and foster AI tools to enhance team productivity
• Work closely with Finance, Legal and Operations department 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

Required Skills/Experience

• 12+ years of professional work experience, including 5+ years of people management experience
• Superior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategy
• Extensive experience in a deal management and pricing approval role
• Highly effective written and verbal communication skills
• Capable of explaining concepts clearly and credibly across all levels of the organization
• Extensive experience in a deal management and pricing approval role
• Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams
• Language abilities - High level of Fluency (reading, writing, speaking, and listening) in English
• Ability to build cross-functional relationships and work collaboratively to drive results
• Ability to identify areas of improvement and propose necessary changes
• 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.