• Be a trusted advisor for the sales organizations to improve deal closure velocity, including being the one-stop resource responsible for understanding contract requirements, structure, business terms and identification of potential risks and opportunities that can affect performance, growth and positioning.
• Develop and manage "standard deal" parameters that the sales organization can leverage to maintain autonomy in negotiation strategies.
• Manage the pricing and terms approval process and authority guidelines, supporting the sales team in managing offers and approvals.
• Drive early engagement into the deal structure and commercial terms.
• Create a streamlined set of best practices for commercial structures and ensure adherence to those practices through training, automation and deal reviews.
• Provide Leadership with financial models and evaluation of deal economics, commercial terms and conditions and operational requirements to present risk/reward profile for opportunities.
• Make recommendations to account teams and Sales leaders based on competitive and market data, industry trends and other available knowledge base tools.
• Collaborate with Sales Operations and Finance colleagues in other geographies to assure consistency of deal management practices and development of process/policy improvement opportunities.
• Partner with Sales Enablement on commercial best practices training programs in on-boarding and ongoing sales programming.
• Ensure revenue recognition policies are understood, as well as financial and revenue risk for non-standard deals.

Skills: Trusted Advisory, Deal Parameter Development, Pricing and Terms Management, Commercial Best Practices Creation, Financial Modeling, Market Trend Analysis, Cross-geographical Collaboration, Sales Training Program Development

• Lead non-standard deal structuring (pricing, terms, payment schedules), review and approval in collaboration with other key stakeholders across Sales, Sales Operations, Revenue Accounting, Legal, FP&A, and if appropriate, Professional Services.
• Drive quarterly updates with partner teams across standard discounting price tiers, cost-of-goods-sold product margin models, market/segment-specific pricing, uncompetitive pricing, and novel deal structures to ensure up-to-date best approval insights and maximum deal velocity.
• Manage the queue of quotes to assure timely processing of approvals.
• Oversee the scaling of the global Deal Desk function to drive an optimized support function.
• Design / procure systems and processes like CPQ and deal workflow, enhancing automation and accuracy of customer quoting capability.
• Provide routine reporting on deal trends and act as a feedback loop to the business on customer purchasing trends.
• Produce written concise bid best practices and participate in the update of processes
• Build repeatable content for general questions about the company and boilerplate presentations for the most common solutions offered by the company.
• Maintaining quarterly reports of all business transacted with each vendor

Skills: Deal Structuring, Stakeholder Collaboration, Process Management, Function Scaling, System Design and Procurement, Trend Analysis and Reporting, Best Practices Development, Content Creation

• Develop term sheets together with the Senior Deal Manager
• Assists Senior Deal Manager in structuring deals and preparing client pitches
• Conducts due diligence that includes financial modeling and valuation
• Prepares proposals for approval of cream/excom
• Reviews legal documentation and negotiate terms with client/other banks.
• Assists senior investment banking officers in deal origination and client management
• Liaises with product partners within the Bank and peers in other investment banks/houses as well as regulatory agencies
• Assists and coordinates with Treasury Business Center for distribution efforts, including preparing information brief and liaising with potential investors.
• Maintain tracking information relevant to deals in the pipeline, and other relevant deal information

Skills: Term Sheet Development, Deal Structuring, Financial Modeling, Proposal Preparation, Legal Documentation Review, Client Management, Cross-functional Liaison, Investor Relations Coordination

• Manage a team of Closers, Doc Drawers and/or Funders within the Closing department of the regional operations center by overseeing the preparation of closing documents and the funding of loans.
• Work directly with Closers, Doc Drawers, and/or Funders by providing training and daily support.
• Assist with recruiting, interviewing and hiring of Closers, Doc Drawers, and/or Funders.
• Motivate and coach closing team in achieving branch goals.
• Monitor reports for the purpose of identifying positive and negative trends in productivity within the closing team.
• Manage pipeline to substantiate loans are closing within the expected turn-times.
• Review loans that are cleared-to-close and ready for closing documents to be prepared.
• Oversee Docs Out to confirm loans closed, and when package will be returned.
• Review loans in Docs Back status to verify that post closing package is shipped.
• Ensure closing team is adhering to Plaza's Policy & Procedures and that loans are processed in compliance with all State and Federal regulations.
• Engage in verbal and written communication with Title Companies, Closing Agents and clients.
• Work with the Regional and Operations Manager on setting monthly goals.

Skills: Team Management, Training and Support, Recruitment and Hiring, Team Motivation, Productivity Monitoring, Pipeline Management, Regulatory Compliance, Stakeholder Communication

• Effectively communicate to the closing team about company changes to policy and procedures.
• Act as closing and funding resource for the team and the branch.
• Ensure the team sends follow-up documentation to corporate departments
• Support Regional Operations Manager, Closing Manager, and Underwriting 
• Oversee the daily preparation of collateral package to be shipped to warehouse bank or custodian.
• Assist the Post Funding department with outstanding document requests.
• Help with funding/closing overflow as needed, and complete all tasks required by Closer/Doc Drawer or Funder.
• Actively participate in developing process improvements and efficiencies as an ongoing best practice.
• Conduct periodic loan-level audits to ensure compliance with all company quality standards.
• Report productivity and departmental errors on monthly basis to Operations or Closing Manager.
• Assess and evaluate closer scorecard for efficiency gains, guide team members 
• Coach closing team regularly regarding job performance and complete annual performance reviews by due date.
• Lead, guide, mentor and train the entire closing team.

Skills: Policy Communication, Resource Management, Documentation Follow-Up, Operational Support, Collateral Preparation Oversight, Post-Funding Assistance, Process Improvement, Compliance Auditing

• Experience working in the enterprise software / SaaS industry (with Deal Desk, Finance, and/or Sales Operations experience)
• Proven success partnering with cross-functional teams including various go-to-market teams (Sales, Customer Success, Sales Ops), Legal, and Accounting
• Experience in deal structuring particularly among large enterprise agreements
• Highly organized with excellent attention to detail
• Energetic, personable, and comfortable working under tight deadlines
• Independent, self-motivated, and success-driven, yet willing to work within a team environment
• Ability to multitask
• Excellent communication skills (written and verbal)
• Experience working across functions to deliver client facing proposals
• Comfortable engaging with cross-functional teams to ensure the best possible support for the sales team & deal cycles.

Qualifications: BA in Business Administration with 5 years of Experience

• Deep understanding of enterprise software business, particularly with a solid background in subscription model for both Cloud and on-premise modalities
• Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked
• Strong communication skills and ability to clearly convey changes and updates to policies, procedures etc
• Able to work extended schedules during the month and quarter end cycles
• Fluent in English
• Able to take the lead and initiative in driving operational procedures and processes in region while maintaining global integrity and consistency
• Able to balance being meticulous as well as seeing the big picture
• Strong experience with Salesforce.com, CPQ, and other sales related systems including data enrichment tools
• A “go above and beyond” attitude to affect change within the organization
• Ability to interpret, clearly articulate, and handle objections related to Workday subscription policies and commercial terms.

Qualifications: BA in Finance with 4 years of Experience

• Experience in sales operations or deal management experience in a fast-paced environment.
• Strong cyber security domain knowledge along with management capabilities.
• Strong project management skills.
• Ability to thrive in a dynamic, fast-paced, high-energy environment.
• Outstanding interpersonal and communicative skills for stakeholder management.
• Experienced in CRM systems and various business intelligence systems.
• Be meticulous, detailed-oriented with strong analytical skills. 
• Advanced spreadsheet skills (sheets & excel), database/querying skills 
• Unquestioned integrity, collaborative, and high standards in the work do
• A start-up attitude – comfortable with ambiguity, highly collaborative with an entrepreneurial, roll-up-sleeves attitude, pragmatic, and able to work independently 

Qualifications: BA in Economics with 8 years of Experience

• Experience with Quote to Cash, in a SaaS or Telecommunications business
• Deep understanding of the core requirements for deal structuring, contracts, and pricing.
• Understanding of accounting and financial revenue recognition principles, contracting guidelines, and experience with contract language
• Ability to partner with Sales, Legal, Finance, and IT on deal execution and process.
• Strong collaborator and communicator
• Experience in sales operations/deals desk experience, finance, contracts
• Expertise in detailed pricing models, strategies, and complex pricing situations
• Possess comprehension of the software sales cycle for both subscription and non-recurring IT service and revenue models
• Experience coordinating software deal construction and deal governance across many cross-functional segments
• Results oriented, passionate and demonstrates a bias to action. 

Qualifications: BA in Marketing with 6 years of Experience

• Possesses an understanding of the sales cycle, customer purchase drivers, pricing and value analysis and the challenges and best practices of a high performing field sales organization.
• Business savvy understands and has a proven track record in building rapport across all corporate functions to lead to sound financial revenue driven decisions that are both profitable and provide minimal risk.
• Excellent knowledge of revenue recognition, contract management, and deal structures.
• A solid understanding of Mitel's solutions, offers, pricing, costs and policies on a global level or a demonstrated aptitude to quickly acquire and deploy complex, technical and commercial expertise.
• Competent knowledge of the Unified Communications and Contact Center marketplace history, current state and future direction, including both the technology providers and the services companies that deploy and manage these solutions for enterprises.
• Proven experience of working and supporting a Channel go-to-market model.
• Strong quantitative and analytical skills plus good technical aptitude that enables an integrated analysis of financial, technical, and solution scope.
• Ability to prioritize and rank decision drivers in order of relevance to the decision process.
• Must be a self-starter, highly analytical, with sound decision-making skills.

Qualifications: BA in Management with 9 years of Experience