.About the role... 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 an 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 skillful manner. Our rapidly growing team is in need of a critical thinker who has a keen attention to detail and is at ease in working through challenges and excels in the design and generation of winning proposals. 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 run the deal process from end to end and help drive efficiency and improvements in the deal-making process. This is an individual contributor role and has the opportunity to develop into a leadership role. In this role you can expect to... 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 and enable best practices. 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. Collaborate with cross-functional teams to identify and implement process improvements related to deal support, deal enablement, and deal governance to optimize deal structure and accelerate deal velocity and cycle time. 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 & negotiations as needed