Deal Desk Specialist

Summary

Join Coupa's Sales Operations Team as a Deal Desk Specialist! Manage the Deal Desk function, supporting the sales team in closing deals for Coupa's product and service portfolio. This highly visible role involves extensive interaction with senior executives and staff across various departments. You will build strong relationships, assess requests, and find solutions meeting stakeholder needs. Proactive collaboration and effective communication are crucial in this fast-paced environment. As a trusted advisor to the sales team, you'll ensure all deals adhere to Coupa's regulatory, auditable, and financial controls. The main function is guiding sales teams in developing proposals and quotes to win deals, increase market share, and grow revenue from Coupa's cloud offerings.

Requirements

• Minimum of 1-5 years of demonstrated work experience in related fields; Software Sales/Software Accounting/Finance/Revenue Recognition/Legal/Sales Planning/Operations or Business Contracting
• BS/BA Required
• Must be fluent in English (Portuguese is a huge plus)
• Strong understanding of revenue recognition considerations required
• Strong financial modeling and analysis skills; program and project management skills required
• Excellent written and verbal communication skills; Must be comfortable presenting business cases and compel pricing proposals to senior executives
• Experience with Business Intelligence, Reporting & Analytics Tools; Salesfoce.com and Enterprise quoting and exception approval workflow systems

Responsibilities

• Manage the Deal Desk Function and assist the sales team with Deal Structuring, Quoting and Pricing, Special Terms and Exception Approvals Management
• Work with finance to ensure all deals have the appropriate bookings packages. This includes fully executable agreements
• Assist the Field Organization during the customer/contracting lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell
• Participate in the review of and response to RFP’s, RFI’s, RFQ’s as needed
• Establish and enforce contracting guidelines and methodology; work with corporate functions to develop and train field operations on best practices for fulfilling standard as well as non-standard deals, including communication to sales, services and management teams on contracting best practices
• Identify and analyze problems using sound judgement and creatively determine solutions in order to effectively resolve issues and continuously improve business process and systems
• Ensure and manage data quality in Salesforce.com for all proposed and closed quotes/deals. This includes special customer pricing, customer entitlements and deal amounts

Preferred Qualifications

Excellent understanding of various licensing models including but not limited to named and concurrent users, ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models, Knowledge of GSA practices and international pricing preferred