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Own the deal and contract process, including strategic and historical pricing analysis, financial governance, policies and procedures adherence, and revenue recognition
Proactively partner with Sales to shape the commercials and license structure to overcome customer objections while ensuring corporate goals are met and desired revenue recognition
Understand and apply the technical accounting guidance for revenue recognition (ASC606) to software, subscription and SaaS license arrangements
Draft transaction documents and ensure contractual language to ensure transactions comply with legal policies, licensing policies and revenue. Collaborate with, and escalate to, Legal for non-standard terms.
Provide guidance throughout the entire quote to contract process in order to ensure proper processing, contract reviews, redlines and feedback
Develop and maintain playbooks, policies, best practices repositories, and training materials to drive consistent and efficient best practices
Lead and/or support projects and initiatives that improve productivity and simplify doing business internally
Assist with sales territory planning, forecasting, pipeline analysis and Salesforce hygiene
Travel is a minor component of this role (5%) for occasional travel to sales meetings and participation in team projects and initiatives may be required
Who You Are
10+ years of experience in Sales Operations, Finance, Sales, or a related field
You have an analytical mind that can also focus on the big picture to drive change
Pride yourself on your negotiation skills Strong aptitude for learning new systems
Proficiency in MS Excel
Excellent written and verbal communication skills
Self-starter with the ability to work independently in fast-paced, dynamic work environment
Comfortable reading and working with contracts
Working knowledge of revenue accounting concepts preferredSalesforce.com, CPQ experience preferred
Bachelor’s Degree in Accounting, Finance or Business preferred
