Deal Desk Manager

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Job Category
Development & Strategy

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Bergabunglah dengan Salesforce dan tim yang berada di garis depan dalam mendorong pertumbuhan pendapatan yang sehat dan sukses! Sebagai Manajer Deal Desk, Anda akan bertanggung jawab untuk memberikan dukungan dalam penyusunan struktur kesepakatan dan penetapan harga untuk pasar Indonesia kami. Anda akan berfokus pada mitigasi risiko dan menemukan peluang perbaikan baik dalam transaksi kompleks maupun secara lebih luas di wilayah penjualan dengan memanfaatkan kekuatan wawasan berbasis data. Anda juga akan merumuskan dan mengimplementasikan solusi yang membantu Deal Desk dan proses kesepakatan kami berkembang untuk mendukung kebutuhan bisnis yang terus berubah.

Tanggung Jawab
Bertindak sebagai mitra dan penasihat tepercaya bagi pimpinan penjualan senior, tim akun, dan mitra internal lainnya
Meninjau dan mengevaluasi transaksi kompleks atas nama tim Strategi & Penetapan Harga Transaksi serta eksekutif penjualan
Membimbing tim penjualan mengenai kelebihan dan kekurangan berbagai struktur transaksi, mengelola risiko dalam ketentuan dan struktur kontrak, serta mengambil tanggung jawab atas keputusan persetujuan akhir
Menunjukkan pemikiran kritis dan ketelitian analitis. Menunjukkan kemampuan untuk mengidentifikasi variabel, risiko, dan peluang dalam suatu kesepakatan, serta memengaruhi kesepakatan tersebut dengan rekomendasi Anda seiring perubahan variabel
Bekerja sama dengan tim akun untuk mengembangkan strategi konsesi yang mengoptimalkan pendapatan sekaligus melindungi margin
Memimpin hasil proyek di seluruh organisasi. Mewakili sudut pandang organisasi kami dalam proyek lintas fungsi, dengan mengkomunikasikan kemajuan, temuan, dan rekomendasi
Bekerja sama dengan tim produk dalam menentukan model dan strategi penetapan harga yang optimal untuk produk baru dan solusi paket
Mengembangkan praktik terbaik untuk penetapan harga dan ketentuan bisnis, berdasarkan pemanfaatan data dan pengetahuan pasar yang lebih baik guna mendukung pengambilan keputusan
Memberdayakan tim Penjualan dengan praktik terbaik untuk penetapan harga dan struktur kesepakatan yang dioptimalkan
Bekerja sama dengan departemen Keuangan, Hukum, dan Operasional untuk mengoptimalkan ketentuan kontrak dan menutup kesepakatan

• Partner in a trusted advisor capacity to senior Sales Leadership, account teams and other internal partners
• Review and vet complex deals on behalf of Deal Strategy & Pricing and Sales Executives
• Guide Sales on the pros/cons of a wide range of deal structures, manage risk within contractual terms and structure, and take ownership of final approval decisions
• Demonstrate critical thinking and analytical rigor. Demonstrate the ability to identify variables risks and opportunities within a deal, and influence the deal with your recommendations as variables change
• Partner with account teams to develop concession strategies that both optimize revenue and protect margins
• Lead org-wide project deliverables. Represent our org's point of view in cross-functional projects, by communicating progress, findings and recommendations
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions
• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions
• Enable Sales on best practices for optimized pricing and deal structures
• Collaborate with Finance, Legal and Operations departments to optimize contract terms and close deals

• Manager: 7+ years of professional experience in pricing, commercial strategy, financial analysis, consulting, or a related field.
• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
• Superior analytical background with strong problem-solving skills
• Highly effective communication skills, including written and verbal
• Ability to build relationships and work collaboratively to drive results
• Capable of explaining concepts clearly and credibly across all levels of the organization
• High level of attention to detail
• Ability to work in a fast-paced environment while managing & prioritizing competing demands
• Adept at thinking on your feet amidst ambiguity
• Proven experience leading and influencing at various levels across the organization
• Ability to handle conflict and navigate discussions to productive outcomes
• Proficiency in using AI-powered tools to support deal analysis, pricing optimization, and deal approvals.
• Ability to interpret and act on AI-generated insights to drive deal recommendations

• Experience in a pricing function is a strong plus
• Experience leveraging AI/ML tools (e.g., Salesforce Einstein, Agentforce, Slackbot, Claude, Gemini or similar) for sales analytics and revenue intelligence
• Familiarity with prompt engineering or working with large language models (LLMs) to automate deal desk workflows.