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Sr. Pricing and Quotation Specialist
3 months ago
The Sr Pricing and Quotation Specialist is primarily responsible for ensuring our deals balance revenue growth with profitability, and are configured properly in alignment with our systems, tools, and optimized for customer delivery. This role will partner with Revenue, Finance, Legal, and IT teams to structure more complex contracts, ensure discounts get proper approval, and confirm that deals are in compliance with our internal policies and strategies for revenue growth. To be successful in this role, the Sr Pricing & Quotation Specialist will need to be disciplined, proactive, and curious - someone who loves challenges and succeeds at juggling multiple assignments in a fast-paced environment. The ideal candidate is experienced in diving deep into complex deal structures on the frontlines, ensuring all quotes are in compliance with our pricing and order process rules, and passionate about continuous improvement and finding opportunities to evolve strategies, processes, and systems.
- Structure complex Quotes within Salesforce CPQ for customers, primarily within our enterprise segment
- Ensure opportunities are accurately entered and properly booked within CPQ and are built to align with our billing and accounting systems
- Provide proactive support and guidance to the sales and customer success teams in order to help drive new deals as well as complex up-sell opportunities and renewals across multiple product lines
- Work with finance to ensure all deals have the appropriate booking information, billing details, and are accurate for order placement across all systems
- Interface with Finance and Legal as needed to coordinate cross-functional activities toward the end of the deal cycle
- Interface with Order Management to ensure accuracy of booked opportunities in advance to fully minimize delays in booking revenue
- Become the expert on our pricing, quoting and contracting models and best practices, and consult with field teams on specific contracts where appropriate
- Assist sales and customer success as needed during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell, etc
- Participate in the review of and response to RFPs, RFIs, RFQs as needed
- Help drive projects and initiatives focused on improving efficiency and simplifying processes throughout revenue operations and GTM teams
- 5+ years of experience in a deal desk, finance, contracts, sales operations, or revenue role within the SaaS software space using Salesforce CPQ
- Experience building complex deals as well as executing checks and balances on standard deal procedures
- Adept at business partnering and working with cross functional teams, building meaningful business relationships
- Understanding of revenue recognition principles
- Experience working within or collaborating with Order Management and Finance teams in a fast growing software enterprise
- Experience working within or collaborating with Sales and Customer Success or Revenue Operations in a software organization
- A thorough understanding of sales processes and strategies, and the ability to navigate and progress long, complex sales cycles
- Very strong competency in problem solving and project ownership
- Self-starter with a desire to continuously learn and grow
- Self-motivated in a remote environment with the ability to work independently while also functioning and contributing as part of a team
- Flexible, driven, collaborative, and trustworthy
- Strong financial modeling and analysis skills, as well as program and project management skills
- Experience working for a PLG SaaS organization, understanding business models, sales strategies, and best practices
- Strong knowledge of sales and business automation systems, CRM applications, and billing systems
