Sr. Deal Manager - North America (Bay Area or Remote)

HashiCorp is looking for an experienced Sr. Deal Manager to facilitate and structure the execution of non-standard and complex deals. This role will provide assistance to the Sales team and business stakeholders in optimizing key deals while adhering to the corporate policies, processes, programs, and systems that have impact on revenue generating transactions. A critical factor is a strong commitment, passion and dedication to the three pillars of Deal Management: deal support, deal enablement and deal governance. This person must demonstrate the ability to understand, as well as navigate through, complex problems while providing explanations and solutions that are thoughtful, sound and clearly communicated in an efficient, timely and skillful manner.

Our rapidly growing team is in need of a critical thinker who has a keen attention to detail and is at ease in working through challenges and excels in the design and generation of winning proposals. The role will work closely with internal stakeholders to ensure we are quickly addressing field requests and our customer needs. As a deal facilitator, the Deal Architect is expected to own and manage the deal process from end to end and help drive efficiency and improvements in the deal making process. This role has the opportunity to develop into a leadership role.

Role Responsibilities:

• Serve as a strategic and tactical business partner to the sales organization and support functions to facilitate deals and work side by side in a strong partnership with the Sales, Finance, and Legal teams on the day to day aspects of the deal process with focus on deal structuring, contract reviews and revisions and enable best practices
• Establish strong and trusted working relationships with all internal teams and stakeholders that provide inputs to deal structures or may be affected by non-standard elements of a deal.
• Serve as a partner, trusted adviser, and advocate for the Sales team on key deal structuring; advise on alternatives, possible ramifications, or value propositioning to help guide deal closures
• Draft and review special requests for non-standard business terms for reasonableness and compliance with deal policies and best practices
• Collaborate with cross-functional teams to identify and implement process improvements related to deal support, deal enablement and deal governance to optimize deal structure and accelerate deal velocity and cycle time
• Manage and process deal and agreement reviews and approvals through company processes and systems
• Ensure deals adhere to the company approval framework and associated policies
• Facilitate and manage forward deal momentum as well as troubleshoot, escalate, and resolve any issues
• Work cross-functionally to develop and enhance customer-buying programs that are designed to fit the purchasing needs of our customers
• Participate in customer communications & negotiations as needed
• Assist in developing deal tracking metrics, discounts, pricing, approvals and deal KPIs

Qualities:

• Meticulous in your attention to detail and take pride in ensuring that your work is accurate and thoughtful in nature.
• Excellent communication skills in knowing how develop partnership to effectively convey the needs of the sales team and customer to the appropriate stakeholder
• Highly organized in the ability to juggle many competing priorities and strive to support each with equal attention to detail and quick turn-around.
• Strong sense of ownership and accountability
• Kindness and consideration in your approach when interacting with peers, partners and customers.
• Self-starter who thrives in ambiguity and are not afraid to roll up your sleeves to dive into business challenges and create solutions to problems
• Innovation to challenge the status quo to provide new ideas to improve deal structure and processes.
• Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework

Requirements:

• 5-7+ years of operations experience with technology companies in functions such as deal desk, finance, revenue, or contracts management.
• Able to work in ambiguous environments under tight and unpredictable timelines
• Understanding of GAAP accounting standards with a strong knowledge base on ASC 605 and ASC 606.
• Experience with SFDC Quote to Cash CPQ Tool
• Has developed and maintain standard deal desk processes, approval matrixes and order terms.
• Experience working Remote and interacting effectively with remote teams
• Strong structured problem-solving skills along with ability to demonstrate practical judgment in complex situations
• Able to work in ambiguous environments under tight and unpredictable timelines
• Able to work with a high degree of autonomy
• Willing to work in a highly demanding and results-oriented team environment
• Occasional travel

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HashiCorp embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. We believe the more inclusive we are, the better our company will be.