Job Description : Who We Are
Who We Are
Micro Focus is one of the world’s largest enterprise software providers, delivering the mission-critical software that keeps the digital world running.
We combine pragmatism, discipline, and customer-centric innovation to deliver trusted, proven solutions that customers need in order to succeed in today’s rapidly evolving marketplace.
That’s high tech without the drama.
Abou the role
The Regional Renewals Deal Desk Specialist is responsible for providing support to the sales organization on medium complex deal structures, actively working with Senior Deal Desk colleagues, Sales, Legal, Revenue Recognition, Support Delivery, Sales Operations, License Verification, Quoting Team, Order Management and other cross functional teams on deal approval processes commercial terms negotiation for non-standard support and maintenance services ( Support ) transactions.
Success in this role will require establishing a close relationship with key members of the above-mentioned groups, and providing guidance to the Sales teams in the development of proposals and quotes in accordance with the existing guidelines and policies with the aim of assisting in winning deals, in protecting and growing the revenue stream of Micro Focus Support offering.
A successful candidate will have demonstrated the ability to work with all organizational levels proactively and effectively within a fast-moving high-tech company.
This position reports to the WW Renewals Deal Desk Senior Manager.
Manage approval process for the Support business in SFDC SalesForce.com
Initial review of partial cancellation program requests and provide approvals / initial feedback
Coordinate exception requests for the Support business
Review contract terms and assist sales teams with customer contract negotiations on non-standard renewals deals (rMFR) to ensure compliance with policies and requirements and provide feedback or guidance to the team
Review contract terms and assist sales teams with customer contract negotiations on non-standard new business deals (iMFR) working in alignment with the License Deal Desk to ensure compliance with policies and requirements and provide feedback or guidance to the team
Actively participate in deal reviews with sales teams and management, supporting management in the decision process
Educate sales and cross functional teams on support policies and processes
Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field sales and operations on best practices for fulfilling standard as well as non-standard deals, including communications to sales, services and management teams on contracting best practices
Focal point to escalate specific customer requests on pricing, offerings, Terms & Conditions
Facilitate the necessary MF approvals needed for the negotiated offerings.
Skills, Knowledge, Qualifications :
Delivering within short deadlines
Microsoft Office (Excel, PowerPoint)
Understanding of support revenue recognition
Good understanding of Micro Focus T&C, deal structure and revenue allocations
Strong SFDC skills
Excellent written and verbal communication skills.
Fluent in English is mandatory. Fluent or Proficiency in other languages (e.g. Spanish, Portuguese, German, Italian) will be a strong plus
Bachelor’s / Master Degree in Economics, Math, Engineering, Law or other relevant fields
3+ years of demonstrated work experience in related fields; Software Sales / Deal Desk / Software Accounting / Finance / Revenue Recognition / Legal / Sales Planning / Operations or Business Contracting.
Self-motivated and able to work under pressure; dependable with deliverables and deadlines, able to multitask
Can adapt to flexible working hours during peak periods
Result driven and organized, with excellent attention to detail and the ability to work in a fast paced environment
Good understanding of various licensing models including but not limited to named and concurrent users, ELAs, Service Providers programs, term and subscription-based pricing, as well as hosted (SaaS) is a plus;
Direct contract negotiation experience especially software and support is a plus.