Deal Desk Manager

The world’s most critical--and at-risk--business applications have been neglected for far too long. Onapsis eliminates this blind spot by providing cybersecurity solutions dedicated to business-critical applications. Onapsis helps nearly 30% of the Forbes Global 100 understand the threats and risks across their SAP and Oracle landscapes, whether running on-premises, in the cloud, or in a hybrid environment.

Position Summary

Onapsis is seeking an experienced Deal Desk Manager to support the quoting, negotiating, and closing of new and renewal transactions from inception of a sales opportunity to booking.  You will be responsible for working with cross-functional teams including our Sales (Field, Channel, SE’s), Legal, and Finance.

The successful candidate would fully own the CPQ system, including continuous improvement to provide best-in-class sales processes and pricing approvals.  This individual will also work closely with the Global Sales Operations, Finance, Accounting, and Legal teams in Argentina and Germany to ensure that the proper contractual requirements are met for revenue recognition.

Responsibilities

• Collaborate across all stakeholder groups within Onapsis to drive deal closure.
• General understanding of products/services, their product family, and bundle components. Proactively identify inconsistencies in structuring and coach Sales accordingly.
• Identify when deviation from the standard process is necessary. Proactively offer suggestions and seek guidance to achieve resolution. Understand potential risks to Onapsis.
• Support ARR reporting and reconciliation with FP&A
• Ensure proper steps are completed to move deals from quote approval, order received, and orders processed and fulfilled correctly.
• Identify areas of potential impact of revenue recognition and understand implications and be able to articulate impact to relevant stakeholders.
• Demonstrate advanced knowledge of tools required, identify system issues, and raise awareness to solve them.
• Identify potential areas of process and policy improvement.

Experience 

• SaaS knowledge and understanding of subscription-based offerings including ACV ,TCV, Add-ons, upgrades and co-terms.
• Excellent negotiator with strong influencing and problem-solving skills
• Proven ability to exercise good judgment while juggling multiple priorities in a fast-paced environment.
• Experience in working in a diverse, Multicultural Organization
• Experience working at software or cloud licensing company
• Experience with Salesforce CPQ

What You’ll get:

• Flexible work options: Flexible Friday’s and Onaflex PTO
• Competitive Total Reward Packages, including compensation, benefits 
• The space to learn and grow as part of Onapsis’ rapidly growing tribe
• Career path and mentoring opportunities 

About Onapsis

Onapsis is a proven market leader that protects your business's most critical applications.  Only Onapsis delivers the actionable intelligence, automated governance, continuous monitoring, and secure change capabilities required by cross-functional teams to optimize workflows and automate manual tasks so they can embrace and accelerate SAP and Oracle E-Business Suite (EBS) modernization, cloud, IoT, and mobility initiatives while keeping the most vital systems and data protected and compliant.

Headquartered in Boston, MA, with regional offices in Heidelberg, Germany, Buenos Aires, Argentina, and Bucharest, Romania, Onapsis proudly serves more than 300 leading brands and organizations, including many of the Global 2000.

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