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Job Category
Operations
Job Details
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Role Description:
An exciting opportunity to be a part of Salesforce Finance and the Revenue Operations Team. The Senior Contract Specialist role is highly skilled, experienced, and seasoned position focused on providing outstanding Quote-to-Cash support and guidance to Account Teams within our Commercial and Enterprise customer market segment, with a primary focus on the more complex accounts. This guidance includes but is not limited to deal structure questions, quote support, contract support, deal calculations, service delivery support, and ensuring quotes are in compliance to revenue & company policy. The role requires a full understanding of SaaS industries practices, and company policies and procedures as well as the ability to engage with senior level internal and external stakeholders. It also requires the ability to work across a diverse scope of assignments both independently and within teams, think creatively to find solutions, and help provide guidance to junior team members.
Responsibilities Include:
- Provide Quote-to-Cash support and guidance Account Executives (AEs) and Renewal Managers to help execute complex Sales/Renewals transactions.
- Develop and nurture strong working relationships with Sales and Renewals teams including SVP+ leaders.
- Establish strong partnerships and collaborate with other deal support functions including Pricing, Revenue Recognition, Legal, Order Management and Compensation to assist on deal execution and managing customer satisfaction issues.
- Answer and advise on process & policy questions and effectively communicate requirements to AEs.
- Assist Sales Team in creative deal structuring, quoting, or creating contracts/orders when required
- Assist AEs in addressing customer satisfaction inquires related to contracts/invoices and product issues, through account research and feedback.
- Work with Sales and Collections to assist with deconstruction and resolution of complex billing issues.
- Act as a subject matter expert representing Sales Operations on cross-functional projects.
- Work independently on assignments and escalations that are diverse in scope, requiring seasoned judgment in resolving issues, making recommendations, and providing guidance.
- Participate in hiring process as well as onboarding of new team members.
- Provide coaching and cross training for peers, team members and outside business units to enhance the quality and efficiency of support and contribute to the knowledge base.
- Perform calculations as required, related to contract replacement comparisons, credits, and restructures.
- Possess strong level of Salesforce application expertise.
Required Skills/Experience:
- Bachelors degree or equivalent combination of education and experience
- 3+ years of sales/customer support experience, customer order management, or sales operations
- Quote-to-Cash and Commission Calculation experience
Desired Skills/Experience:
- Demonstrated participation in process improvement initiatives and/or project management experience
- Excellent interpersonal skills; ability to articulate verbally and written, willingness to appropriately debate difficult issues; ability to think quickly
- Ability to excel in a fast growing/fast paced environment delivering accuracy while managing to deadlines where adaptability is imperative
- Ability to understand broader business and financial issues, juggle multiple projects and tasks, and to work with deadlines and in a fast paced environment
- Extreme attention to detail
- Ability to clearly articulate case resolutions and actions required by Account Executives
- Able to use Microsoft suite of tools effectively
- Salesforce experience a plus
- Demonstrated initiative
- Ability to analyze problems quickly and seek out solutions to achieve optimum outcomes in case resolution
- Ability to work independently
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Accommodations
If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.
Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.