Director of Deal Desk and Pricing

The JAPAC Deal Desk provides deal pricing support for our CRM product lines across multiple countries, verticals, and business segments in the Asia region. We help our businesses achieve their short term targets while protecting our company’s long term revenue streams and profitability. We also provide expert guidance on deal structuring and act as trusted advisors to our senior executives, contributing to our company’s overall success.

To help us achieve our mission, we are looking for a Senior Pricing Manager to join our team in Singapore as a key member of our JAPAC Deal Desk. This person will lead a small team of successful pricing professionals and will be responsible for delivering deal structuring and pricing support for our business in the ASEAN region and recommending new pricing strategies to expand the company’s reach in multiple countries, industries, and verticals. Additionally, this person will build strong business partnerships with regional leadership and become a trusted advisor on all subject matter related to pricing. Finally, this person will help scale our Deal Desk function internally.

This role will report to the Senior Director of Deal Desk & Pricing in Sydney, Australia.

Responsibilities:

• Review, manage, and approve pricing for complex deals on behalf of Strategic Business Practices senior management
• Manage and guide a small team of successful pricing professionals
• Partner in a trusted adviser capacity with senior Sales Leadership, sales community and other internal team members
• Provide thought leadership to develop innovative deal structures, manage risk within the contractual terms and structure and educate the sales team on our latest product bundles and offerings
• Develop standard methodologies for pricing and business terms, based on the improved use of data and market knowledge to support decisions
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions
• Independently scope and implement project work with minimum oversight to meet goals identified by Management
• Collaborate with Sales leadership to effectively coordinate and manage month and quarter end deal closure
• Develop relevant cross-functional relationships to understand products, competition, and the competitive market
• Create sales enablement materials to train Sales on standard processes for product pricing and positioning
• Work closely with Finance, Legal and Operations department to optimize contract terms and close deals
• Demonstrate a strong understanding of our customers and how they use Salesforce products
• Ensure compliance with internal controls

Required Skills/Experience

• Bachelor’s Degree or equivalent work experience required
• Extensive experience in a deal management and pricing approval role
• Superior analytical background with strong problem-solving skills
• Multi-year experience in people management
• Highly effective communication skills
• Extensive experience working with different business cultures across ASEAN and Asia in general
• Ability to explain concepts clearly and credibly across all levels of the organization
• Extensive experience discussing business issues with senior sales leadership and collaborating with all levels of sales teams
• Ability to build cross-functional relationships and work collaboratively to get results
• High level of attention to detail
• Hands-on approach

Desired Skills/Experience:

• MBA or equivalent experience highly preferred
• Negotiation experience at CXO levels with strategic customers in the region is a strong plus
• Experience in pricing strategy, sales financial analysis or relevant experience is a plus

Personal Traits

• Energetic, driven and self-starter
• Adept at thinking on their feet amidst ambiguity
• Ability to manage and prioritize competing demands
• Ability to lead, challenge and influence at all levels
• High integrity
• Standout colleague
• Persistent, patient and resilient
• Confident
• Inquisitive