Senior Deal Manager

HashiCorp, Inc.; United States; Remote; USD 149,000 - 192,000; Full time

Job summary

HashiCorp, Inc. is seeking an experienced Deal Manager to optimize complex deals while closely collaborating with the Sales, Finance, and Legal teams. The role involves managing the deal process end-to-end, driving efficiency, and developing robust working relationships with internal stakeholders. The ideal candidate will possess substantial operations experience within technology environments, and adeptness in dealing with GAAP accounting standards, ensuring compliance and excellence in the deal management process.

Qualifications

• 5-7+ years of operations experience with technology companies.
• Understanding of GAAP accounting standards with knowledge on ASC 605 and ASC 606.
• Experience with SFDC Quote to Cash CPQ Tool.

Responsibilities

• Serve as a strategic partner to the sales organization and facilitate deals.
• Manage and process deal reviews through company processes and systems.
• Ensure deals adhere to company approval framework and policies.

Skills

Operations experience with technology companies

Strong knowledge of GAAP accounting standards

Experience with SFDC Quote to Cash CPQ Tool

Ability to work in ambiguous environments

Strong sense of ownership and accountability

Job description

About the team...HashiCorp is looking for an experienced Deal Manager to facilitate and structure the execution of non-standard and complex deals. This role will provide assistance to the Sales team and business stakeholders in optimizing key deals while adhering to the corporate policies, processes, programs, and systems that have impact on revenue generating transactions. A critical factor is a strong commitment, passion and dedication to the three pillars of Deal Management: deal support, deal enablement and deal governance. This person must demonstrate the ability to understand, as well as navigate through, complex problems while providing explanations and solutions that are thoughtful, sound and clearly communicated in an efficient, timely and skilful manner.

The role will work closely with internal stakeholders to ensure we are quickly addressing field requests and our customer needs. As a deal facilitator, the Deal Manager is expected to own and manage the deal process from end to end and help drive efficiency and improvements in the deal making process. This role has the opportunity to develop into a leadership role.

What you’ll do (responsibilities)...

• Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deals and work side by side in a strong partnership with the Sales, Finance, and Legal teams on the day to day aspects of the deal process with focus on deal structuring, contract reviews and revisions
• Establish strong and trusted working relationships with all internal teams and stakeholders that provide inputs to deal structures or may be affected by non-standard elements of a deal.
• Serve as a partner, trusted adviser, and advocate for the Sales team on key deal structuring; advise on alternatives, possible ramifications, or value propositioning to help guide deal closures
• Draft and review special requests for non-standard business terms for reasonableness and compliance with deal policies and best practices
• Manage and process deal and agreement reviews and approvals through company processes and systems
• Ensure deals adhere to the company approval framework and associated policies
• Facilitate and manage forward deal momentum as well as troubleshoot, escalate, and resolve any issues
• Work cross-functionally to develop and enhance customer-buying programs that are designed to fit the purchasing needs of our customers
• Participate in customer communications and discussions
• Meticulous in your attention to detail and take pride in ensuring that your work is accurate and thoughtful in nature.
• Excellent communication skills in knowing how develop partnership to effectively convey the needs of the sales team and customer to the appropriate stakeholder
• Highly organized in the ability to juggle competing priorities and strive to support each with equal attention to detail and quick turn-around.
• Strong sense of ownership and accountability
• Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework
• Collaborate with cross-functional IT teams, including development, testing, PnP, RevOps and operations teams, to ensure successful coordination and alignment
• Continuously evaluate and improve processes, documentation, alignment with industry best practices

What you’ll need (qualifications):

• 5-7+ years of operations experience with technology companies in functions such as deal
• Understanding of GAAP accounting standards with a strong knowledge base on ASC 605 and ASC 606.
• Experience with SFDC Quote to Cash CPQ Tool
• Has developed and maintained standard deal desk processes, approval matrices and order terms
• Able to work in ambiguous environments under tight and unpredictable timelines
• Able to work with a high degree of autonomy

Individual pay within the range will be determined based on job related-factors such as skills, experience, and education or training.

The base pay range for this role in the SF Bay Area / NYC area is:

$163,200 — $192,000 USD

The base pay range for this role in California (excluding SF Bay Area), New York (excluding NYC), Seattle Metro, Denver / Boulder Metro, Washington D.C., or Maryland is:

$149,600 — $176,000 USD

The base pay range for this role in Colorado (excluding Denver / Boulder Metro), Illinois, Minnesota, or Washington (excluding Seattle Metro) is:

$136,000 — $160,000 USD

“HashiCorp is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located. More information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here: link to IBM privacy statement .”

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Life at HashiCorp

HashiCorp, an IBM company is driven by our people and our principles which have been the foundation of everything we do since the company was founded in 2012. Join us on our journey as we work to support the world's most innovative companies as they transition to cloud and multi-cloud infrastructure through simple yet powerful workflows and automation.

At HashiCorp, an IBM Company, we build the infrastructure that enables innovation. Our suite of multi-cloud infrastructure automation products are the underpinnings of the largest enterprises in the world, who rely on our solutions to provision, secure, connect, and run their critical applications to deliver crucial services, communications tools, and entertainment platforms to the world. We're building a once-in-a-generation infrastructure company with a unique approach rather than focusing on specific technologies, and we build products and solutions that support real-world workflows spanning the multiple cloud environments that nearly every organization worldwide is using today.

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