Director, Global Deal Pricing and Strategy at DataStax
United States of America
Job Description Summary:
DataStax, the leader in data management for cloud applications, is seeking a talented Director, Global Deal Pricing and Strategy to join our DataStax team.
DataStax delivers Apache Cassandra in a database platform purpose built for the performance and availability demands of IOT, web, and mobile applications.
We are launching the company’s first Deals Desk function and are looking for you to develop and lead it. You will (1) be the key enabler of deal formation and execution; (2) increase sales efficiency and effectiveness; and (3) improve business visibility and global consistency. The Deals Desk will serve as an “organizational hub” during deal management, ensuring involvement and buy-in from the right stakeholders at the right time.
The Deals Desk will report into the VP of Sales Operations (based in Santa Clara) and, while we would strongly prefer that you be based in the Bay Area, we are a globally distributed company and seeking the best talent, wherever that talent resides. We look forward to hearing from you.
Essential Job Functions:
Enable deal formation and execution: Advise and support sales on deal structure and economics, by assisting with pricing, discounting and other non-standard terms and conditions. Use analytics to inform pricing strategy. Provide sales and finance management early visibility into the potential impact of deals. Drive cross-functional collaboration by positioning deal message and structure internally, not only with the field team, but also with all impacted stakeholders. Where warranted, negotiate deals directly with prospects and customers.
Increase sales efficiency and effectiveness: Develop and enforce standard business processes, rules and policies. Own and facilitate early checkpoint process and drive closure on nonstandard deals, preferably early in sales process. Initiate cross-functional deal reviews as required and ensure preparedness. Develop and provide customized sales-support collateral, to assist sales with negotiations, if appropriate.
Provide business visibility and global consistency: Establish dashboards, metrics and proactively seek trends and insights. Enable a consistent view of pricing across use cases, products, channels and region. Provide a holistic view of price escalations and non-standard requests while monitoring iterations. Facilitate global deals desk review with senior cross-functional executives on a regular cadence (oversight board).
MBA or Bachelor’s Degree in Finance, or equivalent experience (minimum of 5 years’ relevant experience)
Data-informed decision-making and process-oriented mindset
Understanding of value drivers in recurring revenue business model
Ability to work independently and in a strong team environment, and to deliver on detail as well as strategy
Ability to come up to speed on technology quickly and can clearly articulate benefits and business value of DataStax
Excellent interpersonal/customer relations skills; clear and concise verbal and written communicator, with the ability to effectively navigate and mediate conflict and foster honest dialog
Entrepreneurial approach: a high degree of autonomy and self-motivation
Creative, resourceful, detail-oriented, and highly organized and able to handle a high volume of activity efficiently through scalable processes
Self-starter who thrives under ambiguity in a fast-paced, deadline-oriented startup environment
Thrive in a multitasking environment and adjust to fast moving priorities
Technology background is preferred
Who you are:
Character: you demonstrate unwavering integrity. You are authentic and selfless. You show consistency with principles, values and behavior. You have courage to do what is right for the customer and for DataStax.
Charger: You have blazing energy. You are known to persevere while continuously and respectfully push through diversity.
Confident Creator: You have the ability to create an outcome not always seen by other. Relentless in adaptation and to constantly changing environments and obstacles.
Positive Outlook: Cool under pressure; do not become irritated or defensive when resisted or blocked. Focus on what can be done vs. what cannot.
Curious Learner: You are a knowledge seeker. Coachable and open to and seek feedback. You have an unwavering desire for self-improvement. Learn from losses to sharpen skills. Grow from experience.
Competitor: You are driven and love to compete. Addicted to winning the right way. Hate to lose.
Enterprising: Ability to look at their business like a franchise, focused on purposeful growth and profit. Rally and leverage the right resources to support success.
Criticality: You progressively delivers results and execute with urgency and quality. You hate procrastination.
Challenge: You have the confidence to challenge the norm. Never takes things at face value. Ask hard questions to get to the root of issues.
Adaptable – You can absorb, navigate, adapt and successfully execute in an uncertain and evolving customer, company, and market environment.