Deal Operations Analyst
4 months ago
As a Deal Operations Analyst, you will assist the sales and customer success teams, within Rapid7’s proposal to cash process, by guiding them on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7’s non-standard contracting process. You will be responsible for ensuring deals are correctly constructed to address the intricacies of our contract process so that the deal cycle can be completed promptly.
About the Team
The Deal Operations team performs Rapid7’s global deal desk function. The team supports our Go-To-Customer teams by assisting with high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal processes. Additionally, the Deal Operations team works cross-functionally to operationalize the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale.
Proficiency in gSuite, Salesforce, Netsuite, and/or Zendesk a plus
About the Role
As a Deal Operations Analyst, you will serve as a trusted advisor to Rapid7’s account teams on deal structure and quoting. You will advise on alternative contract options and/or value propositioning to help drive deal closure.
In this role, you will:
Monitor the deal support ticket queue to provide general quoting assistance and advice on common deal questions and Proposal to Cash process questions, in a timely fashion
Advise sales reps on complex requests and escalate to senior members of the team, as needed, to ensure compliance with internal business policies and revenue recognition guidelines
Collaborate with impacted parties to identify acceptable options to facilitate deal closure. This will include teaming with Proposals, Order Management, Finance, Legal, and other Operations teams
Utilizing NetSuite (ERP+CRM), Salesforce (CRM), and Zendesk (ticketing), assist Go-To-Customer teams by building complex quotes that deliver customers an excellent procurement experience while adhering to our pricing, quoting, and booking policies. This includes the following:
Execution of quotes for limited time sales promotions
Execution of quotes for complex deal structures
Drafting custom billing schedule language
Drafting custom renewal language
Drafting other custom contractual language
Collaborate with impacted parties to provide post booking deal support by identifying solutions for common Quote to Cash errors
Build relationships with internal partners to resolve issues in a timely fashion
Support new Go-To-Customer initiatives by performing User Acceptance Testing and by delivering trainings for Proposal to Cash teams
Create & maintain Deal Operations process documentation
The skills you’ll bring include:
1-3 years of experience in a deal desk, order management, sales operations, or business operations role
Strong analytical skills with a high attention to detail.
Independent/flexible problem-solving skills with ability to positively cope with change
Highly organized, customer focused, and ability to meet tight deadlines
Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End of Quarter
Thorough communicator and open to feedback
We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.
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