Deal Desk Consultant

Job Description

What were looking for:

We re looking for a Deal Desk Consultant, to provide expertise in packaging, pricing and optimizing key, large transactions working with the Sales teams and Area Vice Presidents in Asia Pacific and Japan (APJ). This role is intended to drive early customer engagement around deal structuring, key levers and negotiating tactics. This role is, also, focused on proliferating Best Practices to drive optimized financial outcomes for Citrix while also yielding a satisfied client outcome. This position will work closely with our software license compliance organization (CLAS), as well. Strategic Deal Desk will drive the convergence of various roles and responsibilities (i.e., Sales, Sales Operations, Legal, Finance, etc.) to streamline our sales execution motion, drive global consistency and improve margins for Citrix.

Position Overview

Strategic Deal Desk will interact with internal teams, auditors and customers, including C- level, to derive competitive insights that can then be used more broadly with clients with the objective of aligning to customer value and driving a maximized lifetime customer revenue outcome. The role will be key to execution of a new commercial financing program in APJ, a critical new selling tool that Citrix now has at its disposal.

Responsibilities

• Partners with Sales/Marketing and Business Development, Finance and other key stakeholders to correctly position product portfolio and establish pricing programs aligned with product/sales strategy and revenue recognition requirements.

• Drives transactional pricing and customer negotiations.

• Monitor the ongoing business environment to ensure competitive pricing/market position and directs the development and analysis of pricing models and projections.

• Developing customer candidates for software assessments, with the input from Citrix sales executives. This involves providing recommendations, and oversight to determine which customers may be at risk of non- compliance.

• Interprets complex license agreements.

• This role will team closely with the account reps and over time will become a knowledge agent of our client s key business drivers.

• Proven ability to comprehend and interpret complex licensing issues with specific experience of software license agreements

• Ability to develop a deep understanding of the company s products and technical aspects of installation, audits, and entitlement reviews.

• Ability to sufficiently understand contracts, technical data, and Intellectual Property to convey information in a manner that all can understand.

• Ability to work on many deals simultaneously, handling adversarial conversations in a firm but calm manner.

• This role is demanding, involves multiple stakeholders, and requires negotiation and critical thinking skills.

• Exceptional organizational and project management experience.

• Ability to work independently in a fast- paced environment.

• Strong interpersonal, leadership, technical and communication skills, and the ability to influence stakeholders and foster a co- operative work environment and work effectively with a wide range of cross functional stakeholders in a diverse community.

• Strong presentation skills across multi- media.

• Ability to exercise good judgment in evaluating situations and making decisions.

Basic Qualifications

• Qualifications (include knowledge, skills, abilities, and related work experience)

• Strong background in Complex Deals, Accounting, Finance and Sales

• Bachelor s or Master s degree in Business, Finance or Accounting preferred

• 3+ years of related experience supporting a sales organization in technology company or related complex org

• Strategic entrepreneurial thinker, able to translate business strategy to support function

• Knowledge of Salesforce.com

• Strong math/analytical and quantitative skills.

• Very strong oral and written communication skills.

• Close attention to detail, accuracy, follow- through and excellent organizational skills.

Keyskills :
software license agreementscustomer value sales executionvice presidents sales operationsdeal structuring work effectivelybusine