Job Category: Finance and Operations
Job Details: Deal Manager - MuleSoft
MuleSoft is a business unit of Salesforce, powering Salesforce's Integration Cloud. MuleSoft's Deal Desk team partners closely with the MuleSoft Sales organization and supporting teams to achieve our revenue goals. We're a highly collaborative global team from a range of backgrounds, passionate about making MuleSoft Deal Desk a phenomenal place to work and grow our careers; supporting Sales teams to complete bigger and better deals; and putting the customer at the heart of every commercial decision.
We are looking for a Deal Desk Manager (individual contributor role) to work closely as a business partner with the regional sales teams and field leadership for our MuleSoft division. They will report to the Director, Deal Desk in the theatre and be a key enabler of deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability and deal quality.
Acting as a "deal quarterback", you will assist with product selection, constructing deals, drafting commercial terms, exception handling, and will advise sales teams on pricing decisions. Additionally, you will accelerate decision making by proactively facilitating reviews and critical issues. The role offers the space to be a player-coach to junior members of the team, supporting their development and learning. This role also requires collaboration with various Salesforce functions.
We are looking for an experienced professional with a strong commercial approach, who is intellectually curious, has very strong interpersonal skills, and works well independently. You will have the opportunity to grow as a Deal Desk professional; to contribute to a business-critical team's culture and expansion; and to work towards a people-leader position. We also strongly support and encourage your contributions to your community through volunteering, mentoring and coaching.
ResponsibilitiesArticulate Salesforce relevant policies that impact Account Executives compensation and regional booking recognition.Offer deal intelligence to assist sales leaders in decision making.Provide expertise to Account Executives on deal structuring in a way that meets customers requirements, sets them up for maximum success and improves ACV within MuleSoft and Salesforce business policies.Participate in deal reviews and commercial conversations with Account Executives, and sales leadership as appropriate.Help ensure the Account Executives are selling the correct and latest mix of products and using the accurate SKUs for their deal purpose.Own team's relationships with sales-supporting teams for day-to-day matters.Work with theatre Sales Enablement team to build and deliver training sessions for field organization.Minimum qualificationsDeep understanding of enterprise software business, particularly with a solid background in subscription model for both Cloud and on-premise modalities.3 - 5 years of relevant Deal Desk (or equivalent) with progressive track record (preferred if in a prominent enterprise software company).Proficiency in overall construct of software license, services and renewal deals; able to advise on booking and revenue recognition consequences.Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked.Strong communication skills and ability to clearly convey changes and updates to policies, procedures etc.Able to work extended schedules during the month and quarter end cycles.Fluent in English.Preferred qualificationsAble to take lead and initiative in driving operational procedures and processes in region while maintaining global integrity and consistency.Able to balance being meticulous as well as seeing the big picture.Highly curious, responsive, thrive in a fast-paced environment.A "go above and beyond" attitude to affect change within the organization.Additional European languages to business proficiency. In particular: Spanish, Italian.Accommodations: Posting Statement: At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits. Salesforce welcomes all.
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