Manager, Deal Strategy & Execution

Salesforce•Burlington, MA

About The Position

The Deal Strategy & Execution team in the AMER Public Sector Business Unit is hiring! Our cross-functional team partners with Public Sector Sales and Support teams to drive faster, smarter, and bigger deals, orchestrating complex deal flows across autonomous agents and human stakeholders within Salesforce and externally with local governments. The Manager will be responsible for bridging the gap between the requirements of local Governments and Salesforce’s internal processes to drive deals forward. Additionally, the candidate will help determine the proper deal strategy and product solutions to address unique customer needs. Finally, the candidate will help scale our DS&E function across AMER. We are looking for a talented, hardworking individual with great energy, leadership, and initiative to support all aspects of the deal response cycle in the public sector business. The Manager for Deal Strategy & Execution works with Sales Leaders, Sales Operations, Pricing Deal Desk, Revenue Accounting, and Legal to remove obstacles and solve problems that hinder the Account Executives from executing deals. This job requires equal parts organization, attention to detail, problem analysis and resolution, knowledge of the procurement process in the public sector marketplace, and ability to simultaneously handle a variety of requests/projects across a broad spectrum of topics with differing priority levels and deadlines. The ideal candidate must be customer service-oriented, able to work independently, comfortable operating with a high sense of urgency, enthusiastic about working in one of the fastest growing divisions within Salesforce, and driven to succeed within the demands of a fast-paced, high-growth and dynamic environment.

Requirements

3+ years of experience in a deal strategy or operations role supporting sales teams selling software into the public sector, aerospace & defense marketplace, or other highly regulated industry
Possess familiarity with public sector procurement processes
Possess a working knowledge of Salesforce applications
Proficient in Microsoft Excel and Powerpoint
Inquisitive, questioning mindset with strong critical judgment and careful attention to detail
Ability to build relationships, cross functionally, and work collaboratively to drive results
Capable of explaining concepts clearly and credibly across all levels of the organization
Demonstrated participation in process improvement initiatives and/or project management experience
Excellent interpersonal skills; ability to articulate verbally and written, willingness to appropriately debate difficult issues; ability to think quickly
Ability to excel in a fast-growing/fast-paced environment delivering accuracy while managing to deadlines where adaptability is imperative
Accepts other duties as assigned
Flexibility to work additional nights and weekends for month/quarter end

Nice To Haves

Advanced University/College Degree
Familiarity with government contracting and rules
Shares Ohana values
Energetic, driven and self starter
Ability to lead, challenge and influence at all levels
Persistent, patient and resilient

Responsibilities

Act as the subject matter expert for all internal processes unique to the public sector marketplace related to quoting, pricelists, SELAs & Pricing Addendums
Leverage Agentforce and predictive analytics to streamline deal approvals and reduce sales friction during high-velocity quarter-ends and partner in a trusted adviser capacity to senior Sales Leadership, the sales community and other internal stakeholders
Bridge the gap between Public Sector procurement cycles and modern SaaS consumption models to maximize customer Value-to-Realization
Drive efficiencies to improve processes as our business grows
Provide agreement support to specified resellers in the public sector marketplace
Monitor and ensure compliance with internal controls and policies
Multi-task and perform in a fast-paced environment, working with a sense of urgency, especially during month and quarter-ends
Build relationships and work cross-functionally with a diverse set of business partners
Identify opportunities to train and enable our partners on Public Sector operational procedures, policies, and best practices
Ensure that our contract vehicles reflect the most current product and pricing offering