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As a Senior Enterprise Deal Manager you will report to the EDO Manager in APAC. You will support the "high touch" enterprise deal lifecycle for our most strategic accounts and complex transactions. Your responsibilities range from deal shaping to quoting, terms structuring, financial analysis, contract management, booking, and beyond!
What you'll do
- Ensure efficient deal execution (QTC) and effective deal structures for customers & partners. Provide strategic deal advisory support to our sales, finance & legal teams.
- Become an expert on Atlassian's deal capabilities/methodologies: quoting, pricing models, product offerings, commercial term structures, contracts, plus all associated systems & tooling. Mentor junior analysts on the team.
- Lead cross-functional projects to improve Atlassian's deal operations capabilities (lead-to-cash process efficiency, contracting at scale & deal structuring best practices) to improve commercial outcomes.
- Operationalize new products and packaging/pricing changes partnering with our product management, business strategy & revenue operations teams.
- Ensure all client facing documents are compliant with internal policy & external regulations - e.g. GDPR, revenue recognition, SOX.
Your Background
- At least five years of experience at a B2B SaaS company in Deal Desk, Contract Operations, Enterprise Deal Management, or Revenue Operations.
- Experience developing playbooks (e.g. contractual conditions / financial concessions / operational considerations) to support complex customer sales motions.
- Proficient in Excel, including creating contract pricing models.
Requirements
- BS/BA in Business, Economics, Finance, Operations or a related discipline
- Knowledge of CPQ/QTC technology solutions, Salesforce, Oracle Fusion, NetSuite, JIRA, Confluence, Docusign, Cloud marketplaces.
- Experience directly supporting customers, partners & sellers on deal shaping/structuring, terms negotiations, financial modeling & risk optimization on complex contracts.
- Experience establishing new governance practices for deal reviews (deal structure and risk-adjusted return evaluations), and deal flow to anticipate & avoid downstream issues before they happen.