Sr. Deal Desk Analyst

Sr. Deal Desk Analyst Job Description

Deal Operations is a high collaborative, global team at the forefront of GHX’s commercial process supporting sales from RFP to invoicing.  This growth minded team drives scalable, repeatable processes to allow maximum deal velocity with the goal to exceed revenue targets, ensure accuracy and reduce risk in a highly dynamic environment. Deal Operations collaborates cross-functionally as the coordinator between Sales and Legal, Revenue, Implementation, Product and Technology to align teams around complex and non-standard deal terms.

GHX is looking for a Sr. Deal Desk Analyst to join Deal Operations as part of our Deal Desk team. The Sr. Deal Desk Analyst will be responsible for managing assigned deals to understand and advise on deal scope, coordinate system entry with Deal Desk Specialist, if applicable, and own deal review and approval. The Sr. Deal Desk Analyst will coordinate cross-functionally on complex and non-standard terms, own accurate system entry and documentation, and ensure alignment throughout the sales cycle. The Sr. Deal Desk Analyst will serve as the primary point of contact for the sales teams with a focus on building relationships, addressing questions, coaching and leading sales training for new hires and ongoing education on quoting processes. Additional opportunities exist for reporting and data analytics, process improvement and documentation, and ad hoc projects as requested.

The ideal candidate is highly self-motivated, growth minded, possesses a strong commercial mindset and interpersonal skills, thrives in a highly-dynamic environment, and enjoys collaborating with other teams to solve commercial and deal challenges. Additionally, the candidate must be an individual who has excellent organizational skills with the ability to manage priorities and execute in a fast-paced environment with strong attention to details. We are seeking a team player and effective communicator, skilled at adapting messaging to various levels of management and cross-functional organizations.

Role Responsibilities

• Act as cross-functional subject matter expert on deal structuring, processes, and policies Sales and Legal, Revenue, Implementation, Product and Technology.
• Analyze account, asset, and contract data along with deal structure and explain commercial and business implications to Sales.
• Manage request for quote support and quote queue review/approval processes within set SLA.
• Influence deals by partners with sales to advise an optimal deal structure, discounting best practices, and standard commercial terms.
• Support the construction of customer ready quotes that comply with business policies and requirements.
• Research and consider account, asset and contract data in the evaluation and strategy for deal structuring and explain commercial and business implications to Sales.
• Ensure all non-standard commercial terms are reviewed, approved and properly entered/documented in systems in accordance with business requirements.
• Provide downstream commercial teams with content and clarification on complex deal structure as how it related to contracting, invoicing, order management, and revenue impacts.
• Build tools and resources to improve Sales efficiency in deal-making and proposal building processes.
• Help create/update training materials and deliver sales training.
• Identify opportunity for process improvement, and in conjunction with leadership implement solution to increase efficiency and accuracy.
• Assist with CPQ process enhancements and process documentation.
• Attend and participate in Sales QBRs, Forecast calls, and assigned regional meetings.
• Participate in RFP preparation to ensure customer-facing quote documents are consistent with standards and guidelines.
• Serve as primary backup to Senior Manager, Revenue Operations who leads the Deal Desk team.
• Champion GHX’s Values and Core Behaviors in your work. Values = Collaborate, Innovate, Inspire, and Grow. Core Behaviors = Stand for Customer, Value People, Speak with Candor, Focus on What Matters & Deliver Impact, Step Up and Own It, and Seek the Frontier.
• Ad hoc tasks, as assigned.

Role Requirements

• Bachelor’s degree in business, accounting, operations, or related field
• 6+ years’ experience in a Deal Desk, Quoting, Sales or Revenue Operations role
• Proficiency in understanding deal structure of complex SaaS deals, including ability to advise on booking and revenue recognition ramifications based on deal scope.
• Experience using Conga CPQ (Apttus) and Salesforce (CRM)
• Comfortable operations under pressure/with a sense of urgency.
• Excellent written and verbal communication skills with the ability to build effective cross-functional partnerships and explain changes to policies and procedures in terms other teams will understand.
• Strong problem-solving mentality, with an ability to independently navigate internal resources, solution cross functionally, and escalate as necessary.
• Proven track record of operating in a high-growth business, with a demonstrated ability to drive results independently.
• Agile and adaptable to quickly adjust to changes in pricing strategy, market conditions, or organizational priorities while maintaining a focus on achieving team objectives.
• Working knowledge of commercial processes
• Strong analytical and problem-solving skills
• Ability to work effectively within a team and cross-functionally
• Excellent time management skills and organization skills with ability to manage a large account base and prioritize to meet goals
• Active listener and comfortable engaging in challenging conversations
• Self-starter with a can-do attitude

Preferred Experience

• Experience in the Healthcare Industry
• Experience within a B2B sales
• Intermediate to advanced Excel and reporting skills.

The compensation for this role is:$78,000-$104,000

The base salary range represents the anticipated low and high end of the GHX’s salary range for this position. Actual salaries will vary based on various factors, such as the candidate’s qualifications, skills, competencies and proficiency for the role. The base salary is one component of GHX’s total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us  here: https://www.ghx.com/about/careers/

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