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Director, Global Deal Management - San Francisco

Company: FinancialForce
Location: San Francisco
Posted on: May 19, 2019

Job Description:

ABOUT FINANCIALFORCEFinancialForce is the leading cloud ERP for the new services economy. The #1 ERP native to the Salesforce platform, FinancialForce unifies data across the enterprise in real-time, enabling companies to rapidly evolve their business models with customers at the center. Founded in 2009 and headquartered in San Francisco, FinancialForce is backed by Salesforce Ventures, Technology Crossover Ventures, Advent International, and UNIT4. For more information, visit www.financialforce.com.THE ROLEThis role is responsible for assisting FinancialForce's Sales, Customer Success and Professional Services teams drive deals through process and systems. Key responsibilities include maintaining a controlled process for pricing and deal structuring, order form creation, contract management, and supporting strategic and operational decision making at FinancialForce.At the core of the role are three competencies:1. Deep understanding of deal structure, revenue and margin optimization2. Governance Process design and implementation3. Ongoing approval and deal flow supportThe focus of this role will be to drive FinancialForce's sales organization with deal strategy and operational efficiency. Success in the role requires an individual who is process oriented, has creative and original thinking to proactively apply different approaches to structuring deals. The person must have ability to work across multiple departments as a trusted advisor and support the information and compliance requirements of Finance, Legal, Product and others.This role is responsible for ensuring that quotes are accurate and commercial termdocuments are consistent and yield the most mutually beneficial agreements for our customers and FinancialForce.RESPONSIBIILTIES

  • Manage and develop a team of individuals tasked with various Deal support functions
  • Document and optimize rules for end-to-end flow from creation of quote through order form to sign off to recording/booking of transaction
  • Document discount approval matrices and provide guidelines for approvals, SLAs and metrics
  • Develop and implement end-to-end deal training across all participating organizations
  • Define guidelines, best practices and implement "deal room" tools and process
  • Review all standard contracts submitted by sales
  • Collaborate with sales Account Executives in creation of all custom (non-standard) contracts
  • Provide pre-sales internal support and guidance on contract matters to sales and services
  • Ensure that signed contracts are communicated to all relevant parties to provide contract visibility and awareness, interpretation to support implementation
  • Work with Account Management and Customer Success teams to structure renewals on existing contracts in a manner that optimizes margins
  • Ensure that signed agreements are communicated to all relevant parties to provide visibility to contractual obligations
  • Collaborate with IT to automate quote and order flow processing
  • Maintain records of approvals and pertinent information concerning exception approvals
  • Share best practices with and provide training for sales team, peers, and partners to enhance the quality and efficiency of contracting processes and contribute to the company's knowledge baseQUALIFICATIONS
  • Deep understanding of enterprise software business, with a solid background in SAAS model
  • 10+ years total experience with at least 5 years of experience in a sales operations/deal support role
  • Knowledge of the Quote to Cash lifecycle
  • Ability to proactively analyze and recommend the best course of action for complex pricing and licensing situations within a sales cycle
  • Experience defining and implementing attribute based workflows for deal approvals including complex approval hierarchies and thresholds
  • Comfortable partnering and engaging with cross-functional teams to ensure the best possible support for the sales teams & deal cycles
  • Extreme attention to detail and ability to think quickly
  • Willingness to work extended hours in support of deal execution, especially around month/quarter end
  • Ability to interpret, clearly articulate, and handle objections related to pricing and licensing policies, and commercial terms
  • Experience using SalesForce, including opportunity management, reporting and analytics
  • Advanced knowledge of Microsoft Excel
  • Excellent interpersonal and communication skills (both verbal and written) with willingness to appropriately debate difficult issues
  • Ability to excel in a fast growing/fast paced environment delivering accuracy while managing to deadlines where adaptability is imperative
  • Bachelor's degree in Accounting, Finance, Business Administration or another field that uses quantitative analysisAs an equal opportunity employer, FinancialForce does not discriminate against any applicant or employee based on race, color, sex, sexual orientation, gender identity, marital status, religion, national origin, ancestry, age, disability, military or veteran status, genetic information or any other basis protected by applicable federal, state, or local laws. If, and as required by the San Francisco Fair Chance Ordinance or any other applicable federal, state, or local law, FinancialForce considers qualified applicants with arrest and conviction records for employment. FinancialForce also has an accommodation process to reasonably accommodate applicants and employees with disabilities. For more information or if you have a need, contact (see application details). #LI-NC1

Keywords: FinancialForce, San Francisco , Director, Global Deal Management - San Francisco, Executive , San Francisco, California

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