Ping Identity - Senior Deal Desk Manager
Requirements
• Extensive knowledge and expertise in enterprise software subscription based licensing / software-as-a-service licensing models, forecasting and revenue recognition policies. • Strong value-add expertise in helping sales to structure and guidance to maximize deal revenue and balance profitability; as well as foresight in mitigating delays in sales cycles, through strong internal stakeholder collaboration. • Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked. • Must have SFDC Experience. • Must be able to read and write commercial terms in Order Forms. • Able to work extended hours during the month and quarter-end cycles. • Able to balance being detail-oriented as well as seeing the big picture. • Highly responsive, and thrive in a fast-paced environment. • Life at Ping: • We believe in and facilitate a flexible, collaborative work environment. We’re growing quickly, but remain true to the innovative, can-do startup values that got us here. Most importantly, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day. • Here are just a few of the things that make Ping special: • A company culture that empowers you to do your best work. • Employee Resource Groups that create a sense of belonging for everyone. • Regular company and team bonding events. • Competitive benefits and perks. • Global volunteering and community initiatives
Responsibilities
• Provide direct deal operations support for your region and cross-coverage for other regions. • Drive Sales Enablement to sales on all quote-to-cash activities. • Drive engagement in the region with sales pods. • Reply to, manage, and facilitate exception approval requests, including special pricing, legal terms, or deal structures in a timely and efficient manner from receipt to resolution. • Provide input, guidance and approvals on deal structures, working closely with sales in evaluating complex deals and ensuring adherence to revenue recognition policies. • Negotiate and redline commercial terms and conditions with customers on behalf of the sales teams and the business. Drive approvals from internal, cross-functional stakeholders for non-standard terms and conditions. • Work with management and the broader teams to drive operational efficiency and input into as well as sometimes co-owning process improvements. • Offer deal intelligence to assist sales leaders in decision-making. • Provide guidance to Account Executives on deal structuring in a way that meets customers’ requirements, sets them up for maximum success, and maximizes ARR. • Participates in deal reviews and commercial conversations with Account Executives, and sales leadership as appropriate. • Participate in UAT Testing and issue identification. • Review and approve all customer transactions before booking for proper revenue treatment and book orders for software licensing offerings.
Benefits
• Generous PTO & Holiday Schedule • Progressive Healthcare Options • Retirement Programs • Opportunity for Education Reimbursement • Commuter Offset (Specific locations) • Ping is the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.
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