APJ Senior Deal Desk Negotiator

2 weeks ago

Sydney, New South Wales, Australia Smartsheet Full time

At Smartsheet, we're seeking a seasoned APJ Senior Deal Desk Negotiator to join our Finance Operations team in Sydney.

This pivotal role will support the Global Sales and Finance Operations teams by facilitating deals through the Quote to Cash sales cycle. Collaborating with key partners across Sales, Professional Services, Legal, Privacy, Finance, Security, Compliance, Product, and Revenue Recognition Accounting teams is essential to ensure deals are structured and negotiated to align with Smartsheet's policies and processes.

With a commitment to investing in the APAC region, this opportunity enables you to be part of Smartsheet's growth journey in Australia, New Zealand, Japan, and the greater Asia Pacific geography. This is an exciting time to work with an outstanding team to build and expand the Smartsheet brand across an established market.

This Sydney-based role reports to the Sr. Deal Desk Manager based out of Seattle, USA.

Key Responsibilities:
  • Act as a trusted advisor to the Global Sales Teams for deal structuring and provide support to internal stakeholders throughout the sales cycle to expedite deal execution.
  • Provide guidance on routine to moderately complex deal structures to maximise Annual Contract Value (ACV) and customer satisfaction while managing risk for Smartsheet.
  • Work cross-functionally with various teams, including but not limited to Sales, Finance, Legal, Deal Operations, Pricing, Billing, and Compliance, to address custom deal requirements.
  • Elevate specialised issues to appropriate business partners and drive resolution to those issues.
  • Be the main point of contact to lead deals through appropriate approval levels.
  • Continuously review deal progression and collaborate with stakeholders to ensure optimal deal cycle times and precise execution.
  • Adhere to a same-day response commitment to set service standards that can be relied upon.
  • Review submitted Deal Requests for accuracy and conformance to Smartsheet sales order acceptance policies.
  • Ensure all approved requests have been properly documented in accordance with Finance Operations and accounting processes.
  • Ensure compliance with internal controls and strive towards zero processing errors.
  • Establish and lead project improvement plans with defined timelines.
  • Contribute to various process improvement projects as needed.
Requirements:
  • 5+ years of relevant Deal Desk or Sales Support experience in a SaaS company with Direct, Channel, Government, Services, and International Sales.
  • A good understanding of sales process, Billing, revenue recognition, including structuring of a deal and contract management.
  • Ability to consult and advise on common deal patterns.
  • Strong aptitude for building interpersonal relationships to regularly challenge the status quo.
  • Self-motivated and able to effect change within the organisation to improve processes.
  • Ability to multitask, prioritise workloads, and meet deadlines.
  • Excellent oral/written communication skills.
  • Ability to work flexible hours on a rotating schedule for coverage to support AMER and EMEA Sales teams.
  • Working knowledge of Salesforce, CPQ, Netsuite, or similar systems CRM and ERP systems.
Salary:

$120,000 - $150,000 per annum, depending on experience.

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