Senior Deal Desk Analyst

7 days ago

Waltham, United States CallMiner Full time
Job DescriptionJob Description

CallMiner is currently in search of a Senior Deal Desk Analyst. In this role, you'll play a vital part in securing and bolstering the company's software subscription business by handling new orders, renewals, and upsells. Your main responsibilities will involve crafting quotations and proposals (for both renewals and new orders), managing renewal-related reporting and dashboards, and assisting in coordinating quarterly renewal plans.

As an individual contributor in this role, you will serve as a valuable partner and bridge between our field sales and customer success teams, facilitating deals and renewals. The Senior Deal Desk Analyst will report directly to our VP of Sales Operations and should possess self-sufficiency, confidence, and excellent communication skills across all organizational levels. We strongly encourage you to apply if you meet the essential qualifications, even if you don't perfectly align with every requirement outlined in the job description.

General Sales/Renewal & Upsell Responsibilities:

•Manage and assist with SaaS deal structuring, quoting and pricing, special terms, auditing deals, and exception approvals management

•Document, communicate, and enforce pricing, discounting and deal policies

•Partner with the new business selling organization to develop and deliver quotations and proposals to obtain new CallMiner customers

•Anticipate Sales and Customer Success teams' business needs through regular participation in pipeline reviews and forecast calls

•Work closely with Finance, Sales and CS Leadership to align on financial reporting throughout the quarter.

•Assist with pricing options, deal or renewal construct alternatives and business analysis, where needed, to help facilitate the deal or renewal process

•Drive renewal quotes and the proposal process in concert with the account team to preserve and improve customer contracts and relationships

•Research service entitlements, contractual and pricing obligations of existing clients as they approach renewal events.

•Provide and maintain sales and renewal forecast reporting and dashboards in SFDC

•Help execute renewal contracts (in partnership with legal, finance, sales and customer success) that align to customer goals

•Communicate risk clearly and participate in developing resolution strategies, escalating wherever appropriate to maximize customer retention

Requirements

Who you are:

  • Bachelor’s degree or equivalent in a numerate, technical, or business discipline. Some technical sales experience, with a proven track record may also qualify the candidate.
  • 3+ years of experience in a similar /related function (e.g., Technology Inside Sales, Sales Management, Sales Operations, Finance, Services Renewals Sales/Operations), preferably in a SaaS organization
  • Strong working knowledge of SFDC and industry standard CPQ tools
  • Self-Starter with a history of great decision making, planning, and execution to results
  • Experience in navigating through non-standard Enterprise deals
  • Communicate effectively with internal stakeholders including individual sales reps, sales management, customer success and senior leadership
  • Must have excellent interpersonal skills and support both a proactive and positive attitude
  • Strong problem solving, organizational and analytical skills

Benefits

About CallMiner

CallMiner is the global leader in conversation intelligence. Powered by AI (Artificial Intelligence) and ML (Machine Learning), CallMiner delivers the industry’s most comprehensive platform to analyze omnichannel customer interactions at scale. We help our customers to connect the dots between insights and action, enabling them to identify areas of opportunity to drive business improvement, growth, and transformational change across their organization. CallMiner is trusted by the world’s leading organizations across retail, financial services, healthcare and insurance, travel, and hospitality, and more.

Forrester named CallMiner as the leader in conversational intelligence in the Forrester Wave: Conversation Intelligence for Customer Service, Q3 2023 report.

CallMiner's core set of values – from teamwork and ownership to success and joy – serve as a touchstone for what we strive to create in a workplace culture and weave through everything we do as a company. We believe that by building a team of brilliant, inspired people, we can truly accomplish amazing things together. We are committed to providing an inclusive and equitable workplace where everyone feels accepted, valued, and understood.

Our strong commitment to a positive workplace has earned us the recognition of a 2022 Top Place to Work by Boston Globe and a 2022 Top Workplace USA by Energage.

Benefits + Perks

At CallMiner, we believe having a work-life balance is key to being able to deliver your best every day. We strive to offer a well-rounded and generous benefits package designed to provide coverage options and flexibility to meet both individual and family needs. This includes quality medical, dental and vision benefits, life and disability insurance, reimbursement programs for both fitness and tuition, 401k matching, generous PTO (Paid Time Off) including an annual volunteer day, paid maternity and parental leave, commuter benefits and more.

We are an Equal Opportunity Employer that does not discriminate based on actual or perceived race, creed, color, religion, ancestry, disability, sexual orientation, marital status, veteran status, gender identity, or any other characteristic protected by applicable federal, state, or local laws.

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