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Deal Desk, Manager

TraceLink

TraceLink

Wilmington, MA, USA
Posted on Monday, December 11, 2023

Company overview:

TraceLink’s software solutions and Opus Platform help the pharmaceutical industry digitize their supply chain and enable greater compliance, visibility, and decision making. It reduces disruption to the supply of medicines to patients who need them, anywhere in the world.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 8 offices, over 800 employees and more than 1300 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

Overview

As a Deal Desk Manager at TraceLink, you will be a vital link in our organization's deal optimization process. Your role centers around enhancing collaboration with Sales, Sales Ops, Accounting, and Legal teams to streamline deal cycles, ensure pricing consistency, and drive efficient communication. You'll craft data-driven strategies, uphold compliance with vital policies, and provide key stakeholders with insights through Deal Desk summary reports.

Responsibilities

  • Collaborate effectively with Sales/Sales Ops, Accounting & Legal throughout the deal process to enhance cycle times, ensure pricing consistency, and streamline communication.

  • Formulate data-driven strategies based on customer type and geography to support pricing and discount methodologies.

  • Document and support compliance with business and sales policies related to customer contracts.

  • Generate comprehensive Deal Desk summary reports for stakeholders, offering insights into deal volume/ARR, revenue, products and pricing, sales regions, discounts, and exceptions.

  • Evaluate and approve complex quotes and sales orders in alignment with established policies and accounting guidelines.

  • Identify and define opportunities for process automation using Salesforce CPQ within the quote-to-cash cycle to support Deal Desk initiatives.

  • Assist in negotiating complex contracts, providing pricing options, alternative deal constructs, and business analysis as needed to facilitate the deal process.

  • Gain a deep understanding of our customer's and partners' business and technical requirements, including the value they bring to Tracelink's supply chain network. Collaborate closely with internal cross-functional teams to ensure appropriate deal terms.

Qualifications

  • Minimum of 5 years of experience with a Bachelor’s degree.

  • 5-7+ years of experience in a deal desk environment, preferably within a high-growth SaaS company.

  • Proficiency in Salesforce, CPQ, and other sales-related systems, including pricing and data enrichment tools.

  • Expertise in complex deal structuring, particularly for software license and renewal deals, with the ability to advise on booking and revenue recognition implications.

  • Familiarity with Accounting regulations, ASC606 rules, and revenue recognition policies.

  • Flexibility to work extended schedules during month-end and quarter-end cycles.

  • Strong multitasking abilities, enabling effective management of multiple deals simultaneously while interacting with various stakeholders in a composed manner.