Cloud Deal Desk Manager

4 weeks ago

Bucharest, Bucureşti, Romania OpenText Full time

OPENTEXT


OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture.

As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.


The primary objective of the Worldwide SAP Deal Desk organization is to provide deal-based sales support with expert advice, guidance, pricing & commercial strategies along with auditable deal P&Ls, approvals and cost + margin revenue control at a deal by deal level, ensuring that OpenText corporate policies are maintained and followed and that this results in good healthy contracts and business for OpenText.


In addition, apart from our Software License business for SAP, the OpenText Enterprise Cloud business provides value-added alternative software delivery options for SAP Solutions via Cloud Services to OpenText software customers.

By offering cloud-based managed hosting and SaaS delivery services, the OpenText Enterprise Cloud business enables OpenText to deepen the business relationship with customers.

This role will be an individual contributor role for deal desk operations related to OpenText solutions for SAP.

The deal desk manager will be responsible for working closely with regional sales management, regional SAP Solex teams and the OT Partners & Alliances team to advise and guide on deals, process, approvals, financials relating to both Licenses (where applicable) and the OpenText Enterprise Cloud.

The deal managers are responsible for managing & coordinating multiple cross-functional teams across many OpenText business units and departments including Sales and the Partners & Alliances as the key departments and supporting the end-to-end sales cycle with the account team.

Purpose/Objective

  • Managing & coordinating cross-functional teams to gain support, pricing, cloud readiness, approvals and investment when required for proposed customer solutions within the OpenText Cloud.
  • Reviewing proposed customer solutions for OpenText commercial readiness and feasibility and commercial risk management.
  • Reviewing pricing & proposals by team members and making key decisions on how to assist sales to win.
  • Enabling and guiding sales professionals in how to both sell and create pricing proposals for OpenText solutions.
  • Structure and present OpenText solutions to internal and external audiences for purposes of increasing sales of the OpenText solutions.
  • Managing & executing the Special Bid Offer (SBO) processes where applicable with both internal audience and with SAP teams
  • Assist in negotiation and contracting process for cloud opportunities.
  • Track & report on pipeline activity, wins/losses, quote to close and other metrics as required
  • Participate with internal working groups related to solution offerings & processes.
  • Motivating and supporting all team members.
  • Keep the Deal Desk VP aware of key deals and any relevant escalations.
Position Outcomes

  • Understanding products, pricing, and contracting.
  • Understanding the SBO processes and negotiation
  • Drawing insights from pricing and deal structure trends across the region, revenue streams and product sets and advising senior decision makers.
  • Working closely with Sales, along with other teams that support the deal cycle such as Legal, Professional Services, Security, Sales, Operations, Product, as well as Support to enhance value and consistency across all geographic regions.
  • Communicating with Sales and senior executives to provide Deal Desk messaging and to review specific transactions, seeking necessary approvals as required by internal corporate policy.
  • Representing CEO and CFO in evaluating and approving transactions for maximum overall value.
  • Preparation of the P&L and pricing for all new Cloud deals and contract renewals and issuing approved pricing.
  • Participating in, or leading as required, commercial business terms negotiations with customers and internal stakeholders including the coordination of technical, financial and legal aspects of the deals, whilst always ensuring that the company's interests and customer needs are maintained.
  • Enhancing existing processes to streamline the sales cycle.
Qualifications

  • Advanced experience in P&L management for multi-year cost + margin cloud services.
  • Advanced experience with
  • Advanced experience with
Microsoft Word & Excel.

  • Knowledge of OT product offerings for SAP solutions (a benefit).
  • Understanding of cloud-based software & managed services delivery and hosting operations.
  • Understanding of Professional Services.
  • Exceptional communication and interpersonal skills.
  • Exceptional negotiation skills
  • Effective & strong leadership skills.
  • Experience interacting with customers & sales.
  • Self-motivated and driven.
  • Ability to support others as a part of a sales team to contribute subject matter expertise in support of a successful sales outcome.
  • Understanding of Deal Desk support operations.
  • Experience supporting senior management & executives.
* - 5 years of Deal Desk, Finance, Bid Management, Accounting, Legal, Purchasing and/or Sales Operations background.

  • Bachelor's degree in Finance, Business, Law or similar fields required; Master's degree and/or Professional designation (in Accounting, Finance or Legal) a plus.
OpenText's efforts to build an inclusive work environment go beyond simply complying with applicable laws.

Our Employment Equity and Diversity Policy provides direction on maintaining a working environment that is inclusive of everyone, regardless of culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at

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