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JFrog Deal Desk Manager United States, California, Sunnyvale 207556661
30.04.2024
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As a Deal Desk Manager in JFrog you will...
- Be the trusted advisor to the Sales leadership and team, collaborating on pricing and commercial terms for non-standard transactions.
- Collaborate with Sales leadership and Account Executives to develop pricing strategies, dynamic Excel models, and terms as part of the proposal building process for Strategic Accounts.
- Be a subject matter expert on sales and revenue compliance policies and advise Account Executives on alternative compliant contract options.
- Partner with the Revenue, Finance, Legal, Sales Ops teams, to review or address revenue recognition concerns, Finance and billing issues, special terms, and pricing for non-standard deals.
- Owns day-to-day quote management and pricing approvals, ensuring compliance with sales and business approval policies.
- Perform analysis on all nonstandard and discounted deals in each territory.
- Present analyses of deals to decision-makers in a clear and concise fashion that enables them to make a quick and informed decision.
- Acts as a point of escalation for deal-related matters.
- Serve as a gatekeeper to the senior management by reviewing requests before they are escalated.
- Facilitate the sales approval and standardized quote generation processes and ensure compliance with sales approval policies.
- Outline approver roles and responsibilities, approval routing and workflow design simplify exception alerting and communications processes.
- Create and maintain a hierarchy of special terms that could be used in non-standard deals.
- Develop robust and repeatable deal processes, identifying process improvement, automation, simplifying.
- Provide sales training and enablement of quoting, pricing, and processes.
- Support in developing training materials, sales examples and conduct regular contract training sessions – to reduce contract variations between similar deals.
- 8 years of proven success managing a Deal Desk function or other direct sales support role.
- MBA or Master’s Degree in Finance or Economics.
- Experience with Salesforce and CPQ.
- Strong understanding of software revenue recognition and order process principles.
- Strong experience working with software enterprise sales teams.
- Excellent team player and effective communicator with all levels of management and cross-functional organizations.
- Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills.
- Experience with education deal pricing, strategy, contracting, and customer negotiations.
- Highly organized, customer-focused, innovative and strong attention to details.
- Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter.
- At JFrog, base salary is only one component of our compensation package.
- This position has a base salary range between $120,000 to $140,000. Base salary will be based on your skills, qualifications, experience and location.
- This position also includes an equity package of restricted stock units (RSU). In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
- JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!
- JFrog embraces hybrid work: 3 days in office / 2 days remote.
- Additionally, this role may be eligible for discretionary bonuses or commission payments.
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