Salesforce.com, Inc Solutions Desk Senior Analyst in Helena, Montana
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Finance and Operations
The Advisory Approvals Team supports CSG’s long-term growth and success by ensuring deals, business terms, and pricing promote good business globally. To accomplish our mission, we are seeking a Strategic Business Practices Senior Analyst to provide deal support for CSG Subscription based products (non-SOW).
The Strategic Business Practices Senior Analyst will be responsible for evaluating and approving commercial risk across; business terms, pricing, packaging, and overall deal structures for CSG Subscription based products. In addition, the role will involve helping to improve the efficiency and velocity of these deals. The candidate will work closely with groups throughout Salesforce, including CSG GTM, CSG Services Delivery, CSG Business Operations, CSG Product Management, Legal, Revenue Recognition, Sales Operations, and Global Deal Desk (license pricing).
The candidate must have a solid grasp on CSG Subscription based products, pricing & packaging terms, and contract negotiation strategy with enterprise companies. Additionally, the candidate must also be able to navigate internal processes, work collaboratively with cross-functional peer groups, and possess superior communication skills.
Provide deal support for CSG Subscription based products (aka Offerings) including; Assurance Services and Support (Signature Success), etc.,
Determine deal profitability through Bid Margin calculations, assess revenue recognition and delivery compliance, evaluate terms and conditions for risk, ensure proper governance and oversight is included in the overall solution structure, and pricing
Provide deal pricing and terms approval via DSR and Quote (Order Form) approval to formally release orders to Customers for execution
Conduct post deal hand-offs to CSG Business Operations, Regional Delivery Teams and CSG Staffing where applicable
Be comfortable making controversial decisions under high pressure situations, with the ability to communicate sound rationale for deal objections in a poised, diplomatic and effective manner. Meet as needed with internal and external customers to negotiate or explain Salesforce’s commercial positions
Ensure timely delivery of compliant and commercially sound deals to Sales
Be open to supporting complex, high-volume deals, especially during critical month end/quarter end deal cycles, including evenings and weekends as the business requires.
Work closely with CSG GTM, CSG Services Delivery, CSG Business Operations, CSG Product Management, Legal, Revenue Recognition, Sales Operations, and Global Deal Desk (license pricing) on deal terms and approvals
Excel at developing partnerships to win CSG opportunities that are risk averse and deliver financial return in line with CSG margin expectations
Have a passion and commitment to enabling the success of CSG sales leaders and their target attainment, while mitigating any potential risks to CSG and SFDC’s interests
Minimum BA/BS degree required
3+ years’ experience in general professional services bid review/approval, program/project management, consulting operations, pricing, or related work
3+ years’ experience specifically in structuring, selling and/or approving large and complex professional services deals, services delivery, and / or experience in negotiating contractual and commercial terms
Understanding of subscription based revenue recognition rules
Strong ability to comprehend and evaluate the business risk in contract language
Strong understanding/working knowledge of consulting services for technology companies, cloud technology preferred
Experience with Salesforce CRM along with CPQ software
Strong skills & ability to successfully work within both solid-line and dotted-line reporting structures
Excellent communication (written and verbal)
Good customer relationship skills to manage a variety of customer interactions
Demonstrated initiative, ability to work independently & drive continuous improvement
Ability to excel in a fast growing/fast paced environment delivering accuracy while managing to deadlines
Past participation in process improvement initiatives and/or change management/business improvement projects
Ability to travel up to 10%
For Colorado-based roles: Minimum annual salary of $80,400. You may also be offered a bonus and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/
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