Strategic Deal Center Manager
Job Title: Strategic Deal Center Manager Department & Organization: Sales Level: Professional Location: Boston, MA
Acquia, is transforming the digital strategies of companies all over the world with our open cloud platform. We are passionate and relentlessly committed to helping our clients create digital experiences that are more relevant, personalized, and built for a fast-changing, always-connected, mobile-first world. Headquartered in the US, we have been named as one of North America’s fastest growing software companies as reported by Deloitte and Inc. Magazine, and have been rated a leader by the analyst community and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future of the web, and we want you to be a part of it.
The Strategic Deal Center Manager is responsible for managing and developing a workflow process for non-standard, large, complex pursuits requiring cross functional collaboration. Serves as internal support for structuring profitable, non-standard deals while protecting the value and timeline to final signature allowing quota bearing reps the opportunity to increase time spent on core selling activities and expand their capacity for more opportunities. This role is also responsible for understanding how Acquia can compete better. In this role you will have:
- Ability to contribute to the negotiation strategy. Knowledge and capabilities to run small and medium-sized projects.
- Strong writing skills with demonstrated ability writing persuasive sales proposals. Strong organization and analytics skills. Outstanding cross-group collaboration skills with proven ability to work with others to get engagement, build consensus, and drive resolution to challenging problems.
- A strategic thinker with demonstrated business acumen and strong analytical skills. A self-starter who excels at framing problems and is comfortable dealing with and making decisions in times of ambiguity. Has enthusiasm and energy for big challenges.
- Strong knowledge of sales processes, frameworks and behaviors. Excellent verbal and written communication skills at all organizational levels. Ability to tailor the same message to front-line workers and C level executives. Strong negotiation, time management, communication, decision-making, interpersonal relations, and organization skills.
- Facilitate and conduct pursuit clinics including win strategy development, oral / written presentations, ROIs and risk assessments.
- Document reasons for bid / no bid decisions. Manage pursuits (as defined by leadership) to add efficiency to the sales cycle.
- Responsible for project managing the analysis, development and implementation of pursuit plans for non-standard, complex deals. Translate business issues / requirements, solution capabilities and value into a pursuit plan that includes business case analysis, value proposition, shape recommendations, customer call plans and a schedule to achieve desired pursuit goals.
- Capable of discussing both business and technical issues with C, VP, and Director level with the prospect / customer and / or internal resources. Influences an extended pursuit team made up of sales, finance, legal, sales ops specialist, solution engineers and others. Make appropriate decisions considering the relative costs, benefits and risk of potential actions.
- Serve as an escalation for sales representatives, providing strategic guidance, resolve issues and remove roadblocks in the sales process.
- Work closely with proposal team to develop and deliver well-written, competitive proposals that incorporate win themes and value proposition that speak to the customer’s business need. Management of contract negotiation process for complex deals that require custom contract changes including developing negotiation strategy on key commercial and legal terms.
- Develop success profile of won deals to use as a framework for assessing and managing new opportunities. Ensure data capture through timely selection of key personnel for program implementation, utilize lessons-learned, and attend customer debriefings.
- Conduct win/loss analyses, incorporate all data capture artifacts into the knowledge management system, and recommend continuous process improvements. Leverage knowledge management resources and coordinate the integration of subject matter experts, functional leaders as well as competitive intelligence data to ensure that technical, management, price, and past performance/ pattern recognition approaches are developed from sales experience gained through wins and losses.
- Develop strong linkages with marketing and ensure usage of the latest collateral with a feedback loop to enhance marketing collateral.
Requirements
- Bachelor's degree required in business, finance or a related field.
- 5 - 7 years experience in the SaaS industry with a combination of sales, sales ops and/ or strategic account management operations experience.
- Prior people management experience preferred.
Acquia is an equal opportunity (EEO) employer. We hire without regard to age, color, disability, gender (including gender identity), marital status, national origin, race, religion, sex, sexual orientation, veteran status, or any other status protected by applicable law.