Description
The Sr Pricing and Quotation Specialist is primarily responsible for ensuring our deals balance revenue growth with profitability, and are configured properly in alignment with our systems, tools, and optimized for customer delivery. This role will partner with Revenue, Finance, Legal, and IT teams to structure more complex contracts, ensure discounts get proper approval, and confirm that deals are in compliance with our internal policies and strategies for revenue growth. To be successful in this role, the Sr Pricing & Quotation Specialist will need to be disciplined, proactive, and curious – someone who loves challenges and succeeds at juggling multiple assignments in a fast-paced environment. The ideal candidate is experienced in diving deep into complex deal structures on the frontlines, ensuring all quotes are in compliance with our pricing and order process rules, and passionate about continuous improvement and finding opportunities to evolve strategies, processes, and systems.
The Sr Pricing and Quotation Specialist is primarily responsible for ensuring our deals balance revenue growth with profitability, and are configured properly in alignment with our systems, tools, and optimized for customer delivery. This role will partner with Revenue, Finance, Legal, and IT teams to structure more complex contracts, ensure discounts get proper approval, and confirm that deals are in compliance with our internal policies and strategies for revenue growth. To be successful in this role, the Sr Pricing & Quotation Specialist will need to be disciplined, proactive, and curious – someone who loves challenges and succeeds at juggling multiple assignments in a fast-paced environment. The ideal candidate is experienced in diving deep into complex deal structures on the frontlines, ensuring all quotes are in compliance with our pricing and order process rules, and passionate about continuous improvement and finding opportunities to evolve strategies, processes, and systems.
What you'll do:
Structure complex Quotes within Salesforce CPQ for customers, primarily within our enterprise segmentEnsure opportunities are accurately entered and properly booked within CPQ and are built to align with our billing and accounting systemsProvide proactive support and guidance to the sales and customer success teams in order to help drive new deals as well as complex up-sell opportunities and renewals across multiple product linesWork with finance to ensure all deals have the appropriate booking information, billing details, and are accurate for order placement across all systemsInterface with Finance and Legal as needed to coordinate cross-functional activities toward the end of the deal cycleInterface with Order Management to ensure accuracy of booked opportunities in advance to fully minimize delays in booking revenueBecome the expert on our pricing, quoting and contracting models and best practices, and consult with field teams on specific contracts where appropriateAssist sales and customer success as needed during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell, etcParticipate in the review of and response to RFP’s, RFI’s, RFQ’s as neededHelp drive projects and initiatives focused on improving efficiency and simplifying processes throughout revenue operations and GTM teams
What you should have:
5+ years of experience in a deal desk, finance, contracts, sales operations, or revenue role within the SaaS software space using Salesforce CPQExperience building complex deals as well as executing checks and balances on standard deal proceduresAdept at business partnering and working with cross functional teams, building meaningful business relationshipsUnderstanding of revenue recognition principlesExperience working within or collaborating with Order Management and Finance teams in a fast growing software enterpriseExperience working within or collaborating with Sales and Customer Success or Revenue Operations in a software organizationA thorough understanding of sales processes and strategies, and the ability to navigate and progress long, complex sales cyclesVery strong competency in problem solving and project ownershipSelf-starter with a desire to continuously learn and grow Self-motivated in a remote environment with the ability to work independently while also functioning and contributing as part of a teamFlexible, driven, collaborative, and trustworthy
Nice to haves:
Strong financial modeling and analysis skills, as well as program and project management skills Experience working for a PLG SaaS organization, understanding business models, sales strategies, and best practicesStrong knowledge of sales and business automation systems, CRM applications, and billing systems
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