Director - Deal Strategy and Pricing

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Our Global Center of Excellence Deal Strategy team provides deal pricing support for our CRM product lines and professional services risk review across geographical regions, verticals, and business segments. We help our businesses achieve their short term targets while protecting our company’s long term revenue streams and profitability. We also provide expert guidance on deal structuring and act as trusted advisors to our senior executives, contributing to our company’s overall success.

To help us achieve our mission, we are looking for a Deal Strategy Leader to join our team in [Hyderabad/Mexico City]. This person will help build, develop, and lead a Center of Excellence (CoE) Deal Strategy function and manage multiple teams of high-performing deal strategy pricing professionals. This person will be responsible for ensuring that the team delivers world class deal structuring and pricing support to our business across multiple countries, industries, and verticals. This person will also be responsible for recommending new pricing strategies to expand the company’s reach within various sales segments. Finally, this person will help scale our Deal Strategy function internally.

Responsibilities:

• Build, hire, and manage the Center of Excellence (CoE) Deal Strategy function in [Hyderabad/Mexico City]

• Drive the implementation of the CoE strategy and lead the design and implementation of a common program management methodology, standards and tools to drive and facilitate the successful delivery of deal support

• Lead the execution of a CoE governance, reporting and review framework to provide a holistic view of all activities and manage interdependencies and coordination across all teams.

• Implement strategic plans and optimize operational performance with appropriate controls and processes

• Lead, motivate and mentor the team, monitoring performance, fostering ongoing professional development and ensure staff have the knowledge and skills to achieve their work objectives

• Review, manage, and approve pricing escalations for complex deals on behalf of Global Deal Desk management in a timely manner

• Partner in a trusted adviser capacity with senior Sales Leadership, sales community and other internal stakeholders

• Provide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure and educate the sales team on our latest product bundles and offerings

• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions

• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions

• Independently scope and execute project work with minimum oversight to meet goals identified by Management

• Collaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closure

• Develop relevant cross-functional relationships to understand products, competition, and the competitive market

• Create sales enablement materials to train Sales on best practices for product pricing and positioning

• Work closely with Finance, Legal and Operations department to optimize contract terms and close deals

• Demonstrate a strong understanding of our customers and how they use Salesforce products

• Ensure compliance with internal controls

Required Skills/Experience

• 16+ years of professional work experience, including 7+ years of people management experience, managing both individual contributors and people managers

• Superior analytical background with strong problem-solving skills and experience with profitability analysis and pricing strategy

• Extensive experience in a deal management pricing approval and/or services risk review role

• Highly effective written and verbal communication skills

• Capable of explaining concepts clearly and credibly across all levels of the organization

• Extensive experience in a deal management and pricing approval role

• Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams

• Language abilities – High level of Fluency (reading, writing, speaking, and listening) in English

• Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams

• Ability to build cross-functional relationships and work collaboratively to drive results

• Ability to identify areas of improvement and propose necessary changes

• High level of attention to detail

• Ability to work in a stressful environment

• Hands-on approach

• Aptitude to learn and foster AI tools to enhance team productivity

• Comfortable with the ambiguity associated with a fast paced business.

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