Senior Deal Desk Analyst, Deal Strategy

Job description

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society.

With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

Your role and responsibilities

About the team With Confluent’s growth accelerating following IBM’s acquisition and our focus in the consumption space, we’re expanding our work with a new opportunity. We are looking for a Senior Deal Desk Analyst to join our team to support opportunities and processes within the Global Revenue Operations team. Reporting to the APAC Deal Desk Senior Manager, you will work cross-functionally throughout our organization on a variety of projects that support the deal processes.

For this role, an analytical, problem-solving mindset with attention to detail are imperative, along with strong communications skills.

Responsibilities

• Collaborate closely with the sales team to provide guidance on deal structuring, quoting, and options for complex deals, ensuring consistent policy application.
• Be the main point of contact for deal approvals and escalations and meet specified metrics and service levels while serving for deal approvals and escalations to internal stakeholders.
• Engage with Business Unit, Legal, Credit, Revenue Assurance, Audit and Compliance, Order Management, Sales Operations, and Customer Success Manager for seamless deal processes.
• Utilize SFDC CPQ to ensure Quotes and Contracts adhere to internal policies and procedures.
• Provide in-quarter deal status updates and communication to sales finance and sales management.
• Manage deal transactions throughout their life-cycle. Work with cross functional teams to facilitate the deal process, including the eligibility requirements, implementation and documentation. Work at both the strategic and tactical levels. Required technical and professional expertise
• 5+ years experience in Sales Ops, contract pricing, contract management, Deal Desk
• Manage nonstandard deals with multiple cross-functional partners
• Experience advising SaaS (Cloud consumption business model) , On-Prem, and/or Marketplace models to Sales teams
• Solid understanding of ACV/TCV & Renewals
• Strong analytical skills in process documentation and process improvement
• Ability to draft, review and understand contractual business terms and conditions
• Experience with business systems, including Salesforce and CPQ, is a must
• Strong communications skills at all levels within the Sales Team is required, use all available resources appropriately and communicate effectively with internal stakeholders
• Self-motivated and able to work independently as well as part of a team in a fast-paced environment with changing priorities; able to show entrepreneurial initiative Preferred technical and professional experience

Sales Enablement Tools

• Exposure to tools and programs used for seller and business partner enablement, skills development, and asset delivery, including familiarity with platforms that support experiential learning and competitive insight.

Experiential Learning Methods

• Knowledge of experiential learning methods, including hands-on labs and competitive insight, to enhance seller skills and performance, with the ability to apply these methods in a sales enablement context.

Asset Development

• Experience working with various assets, such as learning materials and sales collateral, to support seller skills development and performance, with an understanding of how to tailor assets to meet specific seller needs.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.