(Sale opportunity referred to as deal) The Deal Manager engages on high value / highly complex deals to provide Sales with deal structuring and negotiation support on non-standard, complex deal structures as well as contract review and negotiation process management to ensure company compliant booking of such deals and maximize revenue recognition.
Deal Managers are involved by Sales Support Representatives, along with their Sales Support Management, Business Operations, and Account Executives. This can also include direct engagement with Revenue Recognition and Legal.
KEY RESPONSIBILITIES:
PROVIDE ASSISTANCE TO SSR & SALES
- Point of escalation and support for more complex deal and contractual negotiations or questions
- Support Sales & Legal when negotiating non-standard contract terms directly with prospects/partners (ensuring good prep prior to calls with Legal & Sales)
- Agree with Legal who will own contract version updates / track changes to documents.
- Provide rationale to help avoid concessions and contractual fallback positions and workarounds to customers negotiation requests.
- Help to ensure compliance with company policies procedures and accounting rules (revenue recognition, VSOE)
- Support SSR in obtaining all necessary approvals for the deal pack by submitting complex approval requests to Exec Management
PROVIDE OVERSIGHT ON KEY OPPORTUNITIES
- Review higher value, enterprise-type deals
- Review PS Statements of Work (SOWs) linked to SW transactions
- Provide status updates to Business Operations leaders and/or SVP for assigned Key Opportunities
OPTIMIZE SOFTWARE LICENSE REVENUE
- Provide Deal Structuring guidance in order to maximize revenue recognized
- Engaged to support for all Enterprise License Agreements or other flexible deal structures
RFP’S (AFTER QUALIFICATION TO PROCEED BY SALES/SALES MGMT)
- Engaged as part of the core RFP team along with Sales, SSR, Presales, PS in order to assist in reviewing RFP for risk assessment and contractual terms plus reviewing the response for compliance
Required Skills
- Knowledge in International Business Law
- Understanding of SOX rules and regulations
- Fluent language skills in English & local language as a minimum
- Will require an understanding of the business context and rationale for our products and services as well as the business of our resellers.
- Needs to be customer-service oriented and understand the value of accuracy and reliability. This includes internal and external communications
- Needs to work with confidence within a team environment to ensure that overall team targets are achieved.
- Good knowledge of company processes and guidelines including but not limited to: quote to cash, commercial contract guidelines, discount policies, accounting principles, product licensing rules and company best practices in general.
Required Experience