Renewals and Deal Desk Operations Specialist

Renewals:

Renewal Readiness & Entitlement Compliance:

• Create renewal quotes and orders to ensure alignment with customer entitlements, contract terms, and usage data.
• Work collaboratively with Sales, Deal Desk, and Customer Success to proactively resolve discrepancies in licensing, usage, and contract terms prior to renewal execution.
• Ensure that all renewal transactions comply with SaaS licensing policies, pricing models, and entitlements.
• Conduct pre-renewal compliance reviews, verifying that customers are correctly licensed and that any necessary true-ups or adjustments are incorporated into the renewal process.
• Monitor and enforce Day 1 compliance by ensuring customers have the correct entitlements and access to their subscribed services immediately after renewal.

Process Optimization & Stakeholder Collaboration:

• Act as the liaison between Sales, Deal Desk, and Customer Success teams, ensuring all parties have accurate entitlement and usage information before the renewal closes.
• Identify inefficiencies in renewal processes and recommend improvements to enhance accuracy and reduce manual effort.
• Collaborate with Product and Pricing teams to stay up to date on new product, package, and price book releases. Provide mapping from old contract terms to new packaging options, ensuring alignment with the price book.

Operations:

Support Revenue Operations operational tasks:

• End-to-end testing: Manage the testing process for functional enhancements and system updates, ensuring seamless integration of new features.
• Approval process oversight: Ensure CPQ tool approvals are correctly configured, with appropriate roles and permissions in place.
• Sales process optimization: Work closely with Sales and Sales Operations to improve the sales process in CRM and DealHub.
• Drive system improvements: Identify best practices and sales process improvements, share and document them so the Sales community has easy access to the latest resources, and lead initiatives to enhance the CPQ tool and CRM process.
• Training and communication: Act as an onboarding buddy for new Sales team members. Provide training on updates and changes within CRM and the CPQ tool, ensuring the sales team is well informed and prepared. Maintain the Opportunity Management process library and playbook so Sales has access to the latest process descriptions, how-to documents, and checklists.
• Cross-functional liaison: Compile stakeholder information, create ADOs, and collaborate with IT and stakeholders to define feasible improvements. Oversee testing and provide communication and training to the sales team.
• Ownership of the CPQ tool: Ensure the effective and efficient operation of the CPQ tool from a sales perspective.

• Review and approve smaller transactional quotes: Oversee the approval process for upsell quotes across all regions.
• Sales support: Assist sales teams in navigating the subscription automation process, ensuring accurate and efficient quote approvals and streamlined deal execution.
• Shadowing and cross-training: Shadow Senior Deal Desk representatives to understand key processes and responsibilities, preparing for team coverage during turnover or peak periods.
• New starter training and approval: Oversee new employee onboarding for approvers, ensuring proper training and correct setup within CRM and DealHub.
• Responding to DealHub inquiries: Serve as the go-to expert for general CPQ questions outside of Sales Operations' scope, potentially establishing and monitoring a dedicated CPQ support channel in Microsoft Teams.

Deal Desk Support:

Here is an overview of the Senior Deal Desk Manager responsibilities that you will be supporting:

• Act as a trusted advisor to senior Sales Leadership, the sales community, and internal stakeholders.
• Develop innovative deal structures, manage risk within contractual terms, and educate the sales team on product bundles and offerings.
• Improve pricing methodologies and business terms based on data and market knowledge.
• Provide deal financial modeling and proposal support to senior team members.
• Offer deal structure guidance and recommendations to Sales, balancing data-driven approaches with creative thinking for strategic accounts.
• Drive contract execution by collaborating with Sales, Legal, Accounting, and Operations teams.
• Independently scope and complete project work to meet management goals.
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions.
• Collaborate with Sales leadership to manage month- and quarter-end deal closures.
• Review and vet sophisticated deals for Strategic Business Practices Management.
• Develop relationships to understand products, competition, and market trends.
• Create sales enablement materials to train Sales on pricing and positioning best practices.
• Work with Finance, Legal, and Operations to optimize contract terms and close deals.
• Demonstrate a strong understanding of customers and how they use Unit4 products.
• Ensure compliance with internal controls.
• Ensure timely delivery of compliant and commercially sound offers with Account Executives.
• Handle day-to-day transactional deal pricing requests.

General:

Holiday & empty position coverage:

• Provide support for Revenue Operations team members and coverage for roles that are actively being recruited for.

• Bachelor's Degree in a relevant field.
• Fluent English (written and spoken).
• Proficient in Excel – A test will be applied.
• Strong analytical, communication, and problem-solving skills.
• Ability to interpret data and translate insights into operational improvements.
• Business acumen on sales and revenue related operations such as CRM, order management, revenue recognition or billing is a plus.
• Experience managing key client relationships is a plus

Who we are

We are a people-first community that nurtures all the areas that surround your working experience. With us, you’ll be surrounded by a high-performance team that supports your authentic self and celebrates your uniqueness.

We believe that ‘How work should feel’ is an evolving statement. Work goes beyond tasks and everyday responsibilities it’s about feeling valued, empowered, promoted, impactful, seen, and appreciated.

We are reimagining how work makes people feel.

 What we offer

• a culture built on trust and accountability - giving you the freedom and autonomy to be successful and make an impact
• balance - with our Flexible Leave Paid Time Off policy, remote working opportunities, Global Wellbeing Days, and other great benefits
• growth opportunities - we provide the tools and guidance required so that you can focus on what really matters to you and so, ultimately, you can achieve your best work
• talented colleagues, role models and mentors - work, learn and be inspired by some of the best talent in the software industry
• a commitment to sustainability - with initiatives such as our Environmental, Social, and Governance strategy and Act4Good programme
• a safe and inclusive working environment – supported by our Employee Resource Groups, which are open to all.

Our commitment to equity  

Unit4 is committed to ensuring equal opportunity for everyone. We make our hiring decisions solely based on skills, qualifications, and our current business needs. We know that diversity brings fresh perspectives, ideas, and solutions to our company. This is the essence of our culture. We also welcome and encourage people who are pregnant and/or parents-to-be to apply. If you would like to know more about our commitment to diversity, visit our blogs:  

• Our focus to DEI remains central to who we are 

• Inclusive hiring at Unit4: Building equal opportunities for all 

Background check 

This role may require security clearance required for customer projects and access to sensitive (customer) data. That means that after you have accepted our offer, we could ask for background checks. Subject to applicable local laws, such security checks may require disclosure of personal information including criminal record declaration, right to work, personal identification and work history. No worries – we'll handle it according to local privacy laws and keep your information safe. Questions? Feel free to reach out!