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Appian
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London, Greater London
Deal Desk Leader EMEA
Overview
Job Description
In this cross-functional role, you will report directly to the Deal Desk Leader of Appian. An effective Deal Desk Manager uses a mix of critical thinking, creativity, and excellent communication and relationship building skills. Success in this position requires you to be a self-starter with proven problem-solving skills. Responsibilities: * Serve as the point of contact and subject matter expert on deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations. * Support Sales team in negotiation of contract structure and pricing in compliance with Appian's internal policies while maximizing value to the customer and Appian. * Guide optimal use of quote and opportunity management tools to accelerate sales cycles and drive collection of actionable business data. * Facilitate alignment and communication between Appian's Sales Teams, and internal stakeholders, including Finance, Legal, Engineering, and Product teams, and external customers/partners to promptly resolve business/issues and foster productive interactions. * Validate all aspects of agreement packages for accuracy and compliance with Appian's business practices and approvals process, and maintain responsiveness. * Cultivate best practices through analyses, projects and reporting contributing to the continued growth of Appian's Sales team and Deal Desk. * Support in developing training materials, sales examples and engage in regular training sessions with Sales teams. Qualifications for this role include: * Bachelor's degree in finance, economics, sales, or a business-related field. Minimum of 5 years of experience in related role (Deal Desk, Sales Operations, and/or Finance/Pricing experience preferred) * Negotiation experience and competence. Ability to work to understand the interests behind positions and get past objections to workable solutions. * Experience using CRM and CPQ systems. Working knowledge of contracts and accounting is a plus. Experience with software contracts and revenue recognition policies is a double plus. * Inclined to take action and work independently, although support is there when you need it. Driven to complete tasks through to impact. * Ownership mentality. Possess the character to act with integrity for the best interests of the entire organization. * Comfortable with ambiguity and working in a rapidly evolving environment. * Detail oriented. Must be organized and able to stay on top of fast-moving information and tasks. * Process focused by nature. You like order and having things documented for easy reference. * Language skills an additional asset.