Senior Analyst, Deal Structuring

Summary

Join Rubrik's Global Deal Strategy & Deal Operations team as a Senior Analyst. You will be responsible for designing, managing, and progressing analytics, metrics, and KPIs related to non-standard deals. Key responsibilities include creating monthly reporting for senior management, analyzing quarterly results, and benchmarking pricing and discounting. You will act as the team's analytical subject matter expert, providing data-driven insights. This high-visibility role will directly impact senior management. The role offers a competitive salary, bonus potential, equity, and benefits.

Requirements

• 5+ years of experience with Sales Ops, Channel Operations, Deal Desk, or Sales
• Experience with a tiered sales channel, go to market strategy, and navigating a high volume / multi transactional environment with high degree of change management
• Familiarity with financial or revenue recognition principles and contracting guidelines
• Experience with Tableau, SFDC, CPQ and other financial tools
• Strong communicator (written/verbal) and ability to present & simplify complex topics
• Demonstrated abilities to prioritize and manage multiple assignments with efficiency and accuracy
• Experience building & maintaining metrics/reporting workstreams

Responsibilities

• Define, maintain, and help visualize our core dataset, including non-standard deal volumes, Metrics, KPI’s, and Revenue
• Track non-standard deal lifecycle in alignment with the sales pipeline, including lead-to-close time, conversion rates, key stages, quote version and deal cycle time against functional SLAs
• Analyze average deal size, deal distribution, and trends
• Monitor adherence to pricing guidelines, discount thresholds, exceptions (e.g., price holds, custom terms, etc)
• Evaluate the percentage of deals won versus lost
• Create monthly reporting for distribution to Senior Management, including dashboards in SFDC and/or Tableau, and ad hoc reporting/ analysis for senior management to inspect issues & improve business and financial performance
• Analyze quarter-to-date results to assess risks of achieving quarterly KPI targets (e.g., ARR, Churn, Renewal Rate, etc.)
• Analyze pricing, discounting & exception trends and institutionalizing benchmark standards by product, deal size, and industry
• Act as the team’s analytical ‘Subject Matter Expert’ to provide data-driven & contextualized insights around Go-To-Market strategies, policy, system design, and HC capacity
• Gather relevant data from CRM systems and financial tools and identify gaps/controls needed to foster holistic decision-making
• Compare metrics against industry standards or internal targets

Preferred Qualifications

• Experience with Workday, Coupa, Adaptive Insights, NetSuite
• Strong modeling experience for Sales/Renewal Business Planning
• Proficient in SQL / Python and having experience interacting with Databases to extract and manipulate large amounts of data is a plus

Benefits

• Bonus potential
• Equity
• Benefits