Deal Desk Manager, APJC

About the Role

The Deal Desk Manager will help accelerate revenue growth of our enterprise business by supporting our sales motion to create quality deals. As the deal desk leader for our sales team, you will be responsible for:

• Supporting the sales team in structuring and executing large/strategic deals, including bid management for enterprise deals.
• Managing our enterprise deal approval process to ensure compliance while enabling unique contracting needs and requirements.
• Ensuring sales motion reflects a healthy sales discovery process so that deals reflect the customer’s needs.
• Understanding an evolving competitive landscape to help create competitive differentiation.
• Providing additional deal desk support to other enterprise businesses based on business need.

If you’re excited by driving growth through global, cross-channel and cross-product initiatives and want to be part of a company that is helping to build a better internet, Cloudflare would love to talk to you.

What you'll do

• Collaborate with the sales team in structuring and executing large/strategic deals, liaising with all organizations involved in the agreement process (e.g., finance, legal, order management, product, services/support).
• Audit and validate data and margins on ad-hoc deals submitted by the sales team.
• Perform margin and pricing analysis in order to support business strategy.
• Manage international pricing matrix, partner margin deals, and large deal approvals.
• Collaborate with internal teams to build, streamline, and automate our deal desk processes.
• Perform monthly and ad-hoc analysis to identify opportunities to improve the business KPIs through continuous improvement.
• Work with teams to develop pricing tools (e.g., TCO calculators, discounting guidelines) and integrate them into Salesforce.

Examples of desirable skills, knowledge and experience

• Must be comfortable in a fast-paced sales environment.
• Understand the buying process and negotiating dynamics for enterprise entities.
• Experience working in the deal desk/contract management team: Develop an in-depth understanding of the pricing models and provide support in conjunction with contracts, legal & finance teams. Ability to analyze & recommend the best course of action for complex pricing & licensing situations.
• Knowledge of Cloud/SaaS services, software, and solutions is highly recommended.
• Expert knowledge of Microsoft Excel, SQL, and prior experience with modeling and analysis.
• Enjoy engaging with complex, cross-functional teams and individuals.
• 8+ years of experience, with 5+ years of deal desk experience.
• Possess excellent written and oral communication skills.
• Proactive, creative, and results-oriented individual.
• Experience selling software is considered a bonus.
• Preference: working knowledge of the Japanese language to deal with stakeholders in Japan.