Strategic Deal Desk Manager

Anaplan•Reston, VA

14d•Hybrid

About The Position

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market. What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture. Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform. Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small. Supported by operating principles of being strategy-led, values -based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together! Summary of Role/Position: Seeking a passionate and experienced Deal Desk expert to join our global Commercial Operations team. This Strategic Deal Manager will be a trusted business partner to the Sales organization and Finance leadership, with a specialized focus on our rapidly growing indirect sales channels. This person needs to be based in one of the Anaplan office hub locations: Reston, VA, Miami, FL or NYC, NY and should be willing to work 2 days in office. This role will focus approximately 50% on providing direct deal support for strategic deals and 50% dedicated to acting as a subject matter expert (SME) for our channel business. The successful candidate will serve as the global commercial lead for Cloud Marketplaces (AWS, GCP, Azure) and the regional lead for Reseller transactions. You will be responsible for designing, constructing, and contracting innovative and value-based SaaS offers for many of Anaplan’s largest customers, while also shaping the commercial strategy and operational framework for our key partnerships.

Requirements

A “Customer First” perspective and ethos.
A minimum of 5 years of direct deal support, deal desk, or contract management experience within a SaaS or enterprise software company.
A minimum of 2 years of direct experience working with Cloud Service Provider Marketplaces (e.g., AWS, Azure, GCP) and Reseller Programs.
Excellent understanding of core Deal Support topics (pricing, deal structuring, contracting) and familiarity with SaaS revenue recognition policies.
Deep understanding of commercial legal terms and conditions.
Outstanding business partnering skills – able to interact positively with Sales, a diverse range of internal stakeholders, and influence business outcomes.
Strong oral and written communication skills, with the ability to organize, prioritize, and meet deadlines in a fast-paced environment.
Requires proficiency with computer applications such as Excel and Word, and CRM/CPQ systems (Salesforce, Conga experience is a strong plus).

Responsibilities

Provide expert guidance to the Sales field and Sales Leadership in the areas of deal structuring, pricing, and contract management.
Participate in deal reviews with Sales and Sales Leadership to help drive account-level strategy on pricing and commercial terms.
Review, interpret, and confirm contract terms and conditions; work closely with Finance and Legal teams to ensure all contracts are accurate and compliant.
Responsible for drafting, redlining, and finalizing customer contracts including new, add-on, and renewal business for SaaS Subscription Services.
Ensure deals are structured and processed efficiently, aligning with company policies and revenue recognition guidelines.
Independently drive efficiency and process improvements within the deal lifecycle.
Serve as the global Commercial Operations lead and subject matter expert for all Cloud Service Provider Marketplace transactions (AWS, Azure, GCP).
Act as the regionalR lead and primary point of contact for the Commercial Ops team on Reseller business and programs, providing deal structuring guidance and ensuring operational alignment.
Manage relationships with key technology partners (e.g., Tackle.io) and maintain direct communication with cloud providers as needed.
Oversee the smooth operation and integration of marketplace private offer tools, driving the adoption of new features and capabilities.
Review and approve commercial conditions for reseller programs, ensuring alignment with Anaplan’s quote-to-cash process.
Develop and maintain enablement materials, user guides, and commercial guidelines for both Marketplace and Reseller transactions.
Lead cross-functional collaboration with Infrastructure, Finance, Legal, and the Global Partner Organization to support strategic initiatives and ensure operational excellence.
As Anaplan’s Marketplace offerings mature, the time commitment for this aspect of the role is expected to decrease.