Senior Deal Desk Analyst, APAC

Overview
At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.
We are looking for a customer-centric attitude and appreciation for working collaboratively in a fast paced environment. The desired candidate will thrive in environments where uncertainty is common and is skilled in bridging business and sales needs. This role will play a key role in working with cross functional teams to transform Deal Desk for efficiency and scale.
Job details
Business Area:
Sales Operations
Seniority Level:
Mid-Senior level
Responsibilities
Act as the expert to guide the field on complex deal structures, ensuring accurate pricing and negotiated commercial terms to yield the most beneficial deal structure.
Provide deal structure guidance to field sales and accelerate deal closure through in-depth knowledge of Cloudera’s licensing model, deal structures, deal scoring and pricing to support worldwide sales teams.
Structure solutions in terms of pricing, value propositions and deal terms on larger, more complex deals including quote builds and quote approvals.
Develop the most appropriate offer (products, pricing, solutions and T&Cs) for the customer in collaboration with the field in the context of various information on the customer and contracting strategies.
Review and approve all non-standard requests. Ensure all required approvals and next steps are properly obtained and clearly documented. Ensure that all transactions adhere to internal revenue recognition guidelines and operational guidelines.
Provide consistent RFP responses through pre-defined content and standardized templates.
Ensure all sales operations requests are actioned and followed up to closure.
Commercial experience
Analyze, model and recommend the best course of action for complex pricing, negotiations, and business situations; quantitative experience required.
Drive incremental revenue by reducing variability and leakage in discounting practices and improving cross-sell and upsell opportunities; take a holistic view of levers affecting profitability (products, prices and T&Cs).
Build out deeper analytics on deal approvals, deal yields, price realization on all products; proactively use analytics with the field to move from reactionary to proactive negotiations and deal development.
Strong understanding of software revenue recognition issues, including revenue recognition under 606.
Complex environment / cross-functional
Partner with the field organization to drive large deals to closure, acting as a one-touch for the field, liaising with all cross-functional teams (finance, legal, order management, etc.).
Work effectively in a team environment with diverse stakeholders across Corporate Deal Desk, Finance, Sales, Pricing, Legal; drive consensus to meet deadlines.
Represent sales operations, accounting, finance and legal interests in non-standard deal structuring; drive approvals of non-standard business terms including legal compliance and software revenue recognition.
Collaborate with product, sales operations, sales, finance and legal to recommend changes to deal structures based on observed field behavior.
Document deal next steps and drive actions to resolution; deliver field enablement content on policy changes and product pricing.
Build institutional memory / Scale
Manage and recommend best practices to streamline negotiations and improve customer experience; standardize deal structures globally while recognizing local practices where necessary.
Develop and distribute deal best practices with data-driven analysis of win/loss results, pricing trends and structuring trends.
What we’re excited about if you have
6-8 years of experience in deal desk, deal structuring or equivalent deal desk sales operations roles
Experience in dynamic software subscription companies preferred
Demonstrated ability to work effectively with diverse stakeholders across Finance, Sales, Pricing and Legal to meet deadlines
Ability to analyze, model and recommend actions for complex pricing, negotiations, and business situations; quantitative experience required
Proactive analysis and recommendation for complex pricing and licensing within a sales cycle
Experience in Finance/Revenue with deal structuring experience
Strong organizational and execution skills; ability to manage competing priorities
Strong understanding of software revenue recognition issues, including revenue recognition under 606; proficiency with direct and indirect sales models
Ability to analyze and recommend licensing structures and contract terms; comfortable reading legal contract language
Excellent analytical and problem-solving skills for informed decision making
Expert knowledge of Microsoft Excel, Salesforce, CPQ; experience modeling and analysis preferred
Ability to drive rapid, fact-based decisions with imperfect data; manage multiple variables and levers within defined parameters
Strong negotiations and influencing skills with experience supporting customer negotiations/contract development
Experience with sales teams, sales mindsets and understanding customer needs
Clear and thoughtful communicator with exceptional critical thinking skills
What you can expect from us
Generous PTO Policy
Support work life balance with Unplugged Days
Flexible WFH Policy
Mental & Physical Wellness programs
Phone and Internet Reimbursement program
Access to Continued Career Development
Comprehensive Benefits and Competitive Packages
Paid Volunteer Time
Employee Resource Groups
EEO/VEVRAA
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Business Development and Sales
Industries: Software Development
Referrals increase your chances of interviewing at Cloudera by 2x
Get notified about new Senior Analyst jobs in Singapore.
#J-18808-Ljbffr