Available Locations: Singapore & Sydney, Australia
What we’re looking for:
We are seeking a highly skilled and experienced Deal Architect as part of the Sales Operations team. You will play a crucial role in driving the contract lifecycle for our sales team, with a proactive focus on win-win for Cloudflare and the customer, company compliance, accuracy, and efficiency. Your primary responsibility will be to support the sales organization by helping with business processes to develop a comprehensive negotiation strategy and managing the contract / order form process, pursuing operational excellence, and ensuring that the deal can be operationally delivered and is aligned with company policies and processes.
Responsibilities:
- Trusted advisor to Sales, Legal, Finance, Billing, Deal Desk and internal to the team on complex deal structures to understand and achieve business priorities
- Deep understanding of order form policies, cross-functional team requirements and ability to negotiate.
- Work to arrive at an offer with reasonably acceptable terms with expected outcome of reaching reasonably acceptable terms to both Cloudflare and our customer.
- Oversee the end-to-end contract management process, including drafting, term input, approvals and execution.
- Reviewing, drafting and approving non-standard modifications to our MSA.
- Enforce the corporate approval framework and associated policies.
- Expertise in process and project management in a cross-functional environment by establishing respect and confidence in the business ecosystem and then being able to clearly communicate through presentation, writing and relationship building skills
- Provide training and guidance to the sales team regarding contract-related matters, policies and processes.
- Collaborates and coordinates with internal contributors and subject matter experts to ensure content is complete, accurate and maximizes business opportunities
- Self-motivated, creative problem solver with ability to perform in a fast-paced, fast-changing work environment.
- Seek out ways to make our policies and processes more efficient.
Qualifications:
- 8+ years experience in contracts, deal management, deal strategy
- Work to time constraints while maintaining a high level of attention to detail; prioritising tasks and setting expectations accordingly, especially under pressure
- Experience working with senior executives (internal and customer)
- Experience with SFDC, CPQ, and CLM.
- Knowledge of Order Management / Billing practices for operational compliance (e.g. Oracle, Netsuite, Stripe).
- Proven experience in Sales / Commercial Contract Operations or Deal Desk, preferably in the SaaS industry.
- Must thrive on the excitement and challenge of being on a lean and busy team
- Strong project management skills
- Excellent written and verbal communication skills, with a keen attention to detail.
- Strategic thinker with the ability to understand client needs and translate them into compelling proposals.
- Ability to work collaboratively with cross-functional teams and build relationships with key stakeholders.
