Deal Desk Manager

Meet Unit4. We’re a fast-paced growth cloud company, changing the game in ERP for mid-market people-centric organizations. We’re on a mission to turn 40 years of conventional legacy ERP software on its head and re-write the industry. 

We are in Business for People, empowering people in service organizations with innovative Enterprise and Business software solutions. We’ve innovated and taken a new approach to delivering ERP that works for people. Self-driving, adaptive and intuitive software that is changing the way people work. Our solutions empower people and deliver a better people experience so people can spend time on meaningful high value work they live for.

Read more on our website about how we transform work and how people feel about it, so our customers and their people can thrive.

The Deals Desk Manager will partner with the Sales teams on large, complex, or discounted quotes to provide guidance and recommendations on deal pricing, commercial structure, and contract terms, driving profitability in-line with Unit4’s financial and strategic objectives.

What you will do

• Review large, complex, non-standard transactions by applying pricing knowledge, product knowledge, and analytical rigor
• Provide deal governance and approval on quotes and deals
• Enforce quote compliance on all deals
• Provide confident, rational, and supported arguments for any deals that you may reject because of pricing policy, strategy or discount breaches
• Escalate approvals further where required (e.g. significant changes to legal terms)
• Facilitate the sales approval and standardised contract document generation processes and ensure compliance with published sales and business approval policies
• Provide guidance and interpretation to finance and sales management of pricing, discounting and terms
• Foster and maintain strong working relationships with critical business partners (e.g. Revenue Recognition, Legal, Finance, etc.) to expedite the review and approval process
• Ensure adherence to pricing strategy and policy, including technology and compliance
• Streamline and support the process for non-standard deal approvals
• Develop and communicate thresholds and rules
• Outline approver roles and responsibilities, approval routing and workflow design, simplify exception alerting and communications processes
• Create and maintain a hierarchy of special terms that could be used in non-standard deals
• Support in developing training materials, sales examples and conduct regular contract training sessions – to reduce contract variations between similar deals
• Provide Win/Loss analysis and Discount trend reporting to the leadership team, identifying areas of improvement
• Identify, develop, and implement productivity improvements so Deals Desk function scales with the broader Unit4 business

Your Approach

You will perform like-for-like analysis to identify both good deals and those with more headroom around pricing or contract terms. You will also meet with stakeholders where necessary to create winning deal structures. This role enables one to become an expert in Unit4 business practices, develop a thorough understanding of how all the parts of the business fit together, and help drive the next phase of global growth.

• Prior experience working for established Cloud software vendor in a Deal Desk / Commercial role
• Excellent interpersonal and communication skills, with the ability to communicate and influence at a senior level; must be able to foster and maintain strong partnering relationships with sales and internal departments
• Excellent teamwork skills to collaborate with the rest of the Deals Desk, sales team and existing Legal/ BDO
• Excellent Excel and analytical skills, proficient in PowerPoint
• Experience detecting revenue recognition issues
• Proven experience working in a high-volume contract administration department
• Strong time management and organization skills with flexibility to work in a fast-paced, changing and international work environment

Join Unit4 and you’ll be part of one of the most exciting journeys in the cloud software space today. We’re a fast-paced and high-growth people-centric cloud player offering a host of benefits & development opportunities for individuals serious about their career.  At Unit4, you have the freedom and autonomy to be successful. An attractive salary while working in a challenging international environment. Enthusiastic colleagues who like to learn from each other. At Unit4 we invest in your personal and professional growth. We don't focus on how many days you work, we trust you on delivering results - thus, we have an unlimited vacation policy.