Deal Desk Team Overview :
The Deal Desk team is responsible for supporting ELA (Enterprise License Agreements) thorough standard flow process, from opportunity to booking stages in partnership with the account team.
This role is part of the AMER Deal Desk team and will be located in Costa Rica.
The Standard Workflow, managed by the Deal Desk team, supports established ELA Structures & the application of a Deal Desk playbook to solve more complex ELA transactions from inception to booking.
Deal Desk will review all Commercial, Business, Legal & Revenue requirements, to support the Field in achieving the most favorable ELA construct for VMware, while delivering the most optimal customer solution.
Role Description :
The Deal Desk Analyst has ultimate responsibility for the day to day support of the AMER sales team in ELA & SPF transactions, and reports directly into the Manager for AMER Deal Desk.
This role also frequently involves participation in cross functional teams and projects.
Key responsibilities of Deal Desk Analyst include :
Ensure efficient execution of deals through standard flow process on an ongoing basis. Anticipate and align to support account teams business needs in successful execution of deals on a quarterly and annual basis.
Continuous review of deal progression and collaboration with colleagues to ensure optimal deal cycle times and flawless execution.
Build and maintain strong rapport and serve as key liaison & escalation point for AMER management Team on ELA and deal related topics.
Review Sales-proposed quotes, provide feedback and coaching, ensure compliance with published sales and business policies, and approve or reject / escalate quotes as needed based on policy and business judgment
Own and manage the contract drafting process, generating standard documents and working with Legal and Finance to help Sales respond to customer feedback, including managing redline’ changes leading up to customer acceptance
Validate customer purchase orders for approved Enterprise License Agreement quote documentation, prepare order entry documents & associated approval documentation packages to expedite order management processes
Partner closely with IB, Legal, Deal Assurance / Revenue & DCT, Order management, Business Operations and Field Finance teams on standard flow process and all related tasks.
Ensure close collaboration with Operations and Finance leads on deal status / progression, forecast accuracy etc.
Participation and / or leadership of various internal projects related to core function. Being the voice of AMER’ and sales advocate’ on such project teams is essential to ensuring the solution solves relevant business issues
Ensure compliance with published sales and business approval policies and procedures
Skills, Experience and other Requirements :
Previous Tech Industry, Deal Desk, Finance, Operations experience essential
Proven track record in process optimization and ability to deliver results in challenging business environment
Must be a self-starter, highly analytical, with sound decision-making skills
Ability to prioritize at times of high volume and stress e.g. Quarter-End.
Strong communication and positive interpersonal skills.
Must have the ability to influence and work collaboratively at all levels of the organization, be comfortable advising senior sales management on key deals to support their business.
Primary degree in commerce, business studies, finance or equivalent.
Experience with software revenue recognition principles (SOP 97-2) is an advantage
Intermediate / Advanced MS Excel skills required (macros and pivot tables preferred)
Travel (including international) may be required
Salesforce and Tableau experience highly advantageous
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