Deal Desk Analyst

About Exabeam: Exabeam is a leader in intelligence and automation that powers security operations for the world’s smartest companies. As a global cybersecurity innovator, Exabeam provides industry-proven, security-focused, and flexible solutions for faster, more accurate threat detection, investigation, and response (TDIR). Learn more at www.exabeam.com.

Deal Desk Analyst:

In this role, you’ll support three key objectives: increase deal efficiency and effectiveness, improve business visibility and global consistency, and standardize terms of deals while enforcing contracting minimum standards.

This individual contributor role will be a true value-add partner and business liaison. They need to be all knowing of the company’s quote-to-booking process and all components that need to be factored in for a clean booking. Members of this group are responsible for supporting the iMETA & APJ team, to ensure quotes and orders are accurate prior to submitting to Finance for final processing.

Here’s an overview of the responsibilities & challenges ahead:

• The Deal Desk Analyst will help to accelerate deal cycles to close and maximize revenue by partnering with our field teams in proposal building, pricing, quote generation and opportunity management in the effort to structure profitable and compliant transactions.
• Work with Salesforce and CPQ tool, reviewing and enforcing revenue recognition requirements for quote compliance.
• Create and manage quotes for accuracy and meeting basic product and pricing guidelines.
• Assist with contract management for NDAs and the equivalent of.
• Ensure compliance with company pricing / discount policies and processes.
• Manage review and completion of RFPs/RFIs/security-related questionnaires.
• Work as a liaison between multiple groups, such as order management, revenue, sales ops, legal, and pricing, to help facilitate the renewal process.
• In addition, you will add strategic value by highlighting process inefficiencies and areas in need of enablement or definition and working with multiple departments to ensure the teams are being supported to the highest standard possible.
• Provide additional support to leadership as needed.
• Work with various teams (Legal, Finance, Training, Professional Services, Order Entry, etc.) to make sure all requirements are met for orders to be processed with minimal or no delays.
• Ensure required approvals, such as discounts and contractual terms, are obtained and clearly documented.
• Effectively communicate with cross-functional teams via email, phone, or online meetings.
• Ensure sales requests are processed in a timely, efficient and accurate manner with strong focus during period-end deadlines.

Requirements:

• 3+ years of experience in a Deal Desk function with a global sales team
• Experience quoting and order processing
• Solid understanding and experience with CPQ tools and QTC process knowledge
• Self-motivated, critical thinker with prior experience with complex, cross-functional pricing and proposal execution across Sales Legal, and Finance
• An understanding of contract management
• Positive team player and effective communicator with all levels of management and cross-functional organizations
• Flexible and supportive in fast moving and changing environment
• Collaborative participation in identifying and suggesting possible resolution in system gaps and processes to better streamline efficient workflow