Deal Desk Consultant

Quest Software • Aliso Viejo, CA

1d

About The Position

Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. Quest strives to be the best of the very best in everything we do. We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It’s exciting, it’s rewarding, it’s hard work and offers career and personal growth. The Deal Desk team manages Quest Software’s large deals, from structuring and approvals through to contract negotiation and order booking. The team acts as a critical point of contact for the sales force, coordinating input from multiple stakeholders to proactively and creatively structure deals that maximize profit margins, drive ARR growth and limit economic risk to the company while minimizing time-to-close.

Requirements

• Undergraduate degree and 5-10 years relevant experience
• Deal Desk, pricing and deal negotiation experience in a software or SaaS company
• Experience supporting enterprise or global SaaS sales organizations
• Knowledge and experience with revenue accounting rules
• Advanced MS Office knowledge, especially Excel skills
• Excellent written and verbal communication skills
• Analytical; with any financial, IT or reporting experience
• Demonstrated ability to effectively work cross functionally with all levels of a company, particularly executive sales management and able to resolve conflicts

Nice To Haves

• Experience with working in a company that leverage a one and/or two tiered channel model for transacting with end customers
• Experience working with SFDC along with workflow management applications
• Knowledge of currencies and global pricing strategies

Responsibilities

• Discount and Nonstandard Deal Approvals by exercising significant judgment and business sense when reviewing nonstandard transactions, ensure key stakeholders are engaged throughout the approval process
• Foster and maintain strong working relationships with critical business partners (e.g. Finance, Legal, Support, etc.) to expedite the review and approval process.
• Understand the business practices, economic factors and competitive challenges in region along with factors specific to the current customer in negotiations
• Maintain up-to-date knowledge of the company’s products, processes and promotions in order to provide a best-in-class level of support to Sales.
• Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support the sales effort.
• Leverage creative deal structuring and licensing tools available
• Advise sales on objection handling techniques, alternative contract options, and/or value propositioning to help drive deal closures
• Be a sales advocate & partner to internal organizations to understand complex sales issues
• Collaborate with impacted parties to identify acceptable options to facilitate deal closures
• Work with teammates and management to identify process improvement and/or sales training opportunities.
• Develop & deliver sales enablement tools
• Manage, participate in, or directly work on any additional projects, assignments, or initiatives assigned by management

Benefits

• Competitive pay, annual bonuses, and top-performer recognition.
• Comprehensive health, family, and retirement benefits.
• Flexible work options, generous PTO, and wellness programs.
• Professional growth through learning platforms, mentorship, and leadership programs.
• Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level