Director, Deal Desk & Sales Best Practices

Director, Deal Desk & Sales Best Practices

COMPANY OVERVIEW:

Medallia is the global leader in Customer Experience Management. Our goal is to create a customer-centric world where companies see you as a person, and not just their next sale. We do this by creating a bridge between companies and their clients, giving them access to your eyes, ears, and hearts, so they can design and deliver exceptional experiences, every single day. Why? Because we firmly believe that no one should ever feel like they’re at the DMV, except when they’re at the DMV.

THE FUNCTION:

The Sales Team drives adoption of Medallia’s products and services to companies seeking to deliver world-class experiences with every customer touch point in their organizations using a unified enterprise platform.  We are rapidly penetrating the largest and most respected brands in the world across virtually every industry.   Our team researches prospects, executes prospecting campaigns, unlocks opportunities for Medallia to add value, and ultimately cultivates new accounts for Medallia to help achieve their customer experience goals.  Come join our team of dynamic, passionate, fun, sales professionals.

THE ROLE:

Blend strategy with execution, analytics with innovation, leadership with teamwork to spearhead game-changing initiatives for all of Sales.  Ensure the sales “machine” operates smoothly and efficiently.  Roll up your sleeves and drive measurable improvements in sales performance.  Do whatever it takes to ensure all sales growth objectives are met!

KEY RESPONSIBILITIES:

  • Build and create strong working relationships with key business partners: Finance, Legal, Support, Product, etc. to expedite review and approval processes.
  • Partner with field representatives and Sales leaders to manage complex deal structure processes, close plans, and time lines for high-priority deals
  • Support large, complex, standard and non-standard transactions with business insight, pricing, product knowledge, analysis, and direct client interaction
  • Manage, improve, and operationalize approval processes for complex sales transactions to meet customer needs and critical business requirements
  • Operationalize complex transactions and communicate to all relevant parties for awareness to support successful, repeatable, and efficient process implementation end to end
  • Accelerate and document approval process for non-standard deal terms, e.g. limits/rules, approver roles/responsibilities, and proxies for fallback responsibility
  • Partner with Field Operations to drive scalable deal and order management automation
  • Provide insight and analysis on market trends with requests and pricing, improve overall pricing process, and develop new standards on deal management for internal review and implementation
  • Collaborate cross-functionally with Legal, Finance, Product, etc. to address complex pricing and commercial terms to provide Sales with options to face customer objections and maximize revenue/bookings
  • Identify potential training gaps and collaborate with Sales enablement to develop & deliver scalable sales tools
  • Plan for new product launch and develop operational plan to structure deal readiness end-to-end
ABOUT YOU / CRITICAL COMPETENCIES:
  • 10+ years of demonstrated work experience with related fields: Enterprise Software (SaaS a plus), Software Sales, Finance, Revenue Recognition, Legal, Sales Planning/Strategy/Operations
  • B.S./B.A. Required, MBA a plus
  • Expertise with Salesforce.com and enterprise quoting/exception software
  • Experience with diverse sales methodologies and best practices
  • Familiarity with SaaS pricing models and legal terms and conditions (both standard and non-standard)
  • Organized, analytical, problem solver, process-oriented
  • Strong collaboration, teamwork, and partnership skills
  • Excellent communication and interpersonal skills, written and verbal
  • Skilled in leading and influencing at all levels of an organization
  • Advanced computer skills including Excel, Powerpoint, and Google Products
Medallia is proud to be an equal opportunity employer and is committed to providing equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, sexual orientation or any other category protected by law.

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