Deal Desk Specialist (APAC )

Job Responsibilities:

Deal Structure & Pricing Expertise

• Develop deep expertise in ABBYY's licensing models, price lists, and discounting guidelines
• Provide consultative guidance to sales teams on how to structure deals that maximize both customer value and company revenue

Sales Process Governance

• Implement and maintain a structured deal review cadence including forecast calls, opportunity assessments, and deal desk reviews
• Identify potential deal blockers before they impact close timelines
• Ensure consistent application of pricing, discounting, and contractual policies across all regions and sales teams

Cross-Functional Leadership

• Serve as the key liaison between Sales, Legal, Finance, Operations, and Product teams on deal-related matters
• Conduct regular training sessions for sales teams on effective deal structuring and navigating internal processes

Non-Standard Deal Management

• Lead the review and approval process for non-standard and high-value deals requiring exceptions
• Develop tailored offerings for unique customer requirements while ensuring compliance with company policies
• Collaborate with Finance team to assess revenue implications of non-standard terms and conditions

Quote-to-Order Optimization

• Identify and eliminate inefficiencies in the quote-to-order process through continuous analysis and improvement
• Collaborate with IT to enhance CPQ system configurations and automate routine approval workflows
• Address repeating issues affecting deal velocity and close rates

Deal Desk Process Management

• Optimize and continuously improve Deal Desk function
• Regularly review sales-related guidelines and business rules to address the latest developments in the sales and marketing strategy
• Maintain SLAs for deal reviews to ensure timely responses to sales teams

Job Requirements:

Education & Experience:

• Bachelor's degree in Finance, Business Administration, or related field.
• 3+ years of experience in Deal Desk, Sales Operations, or Contract Management with specific focus on SaaS transaction support.
• Demonstrated expertise in quote-to-cash processes, deal structuring, and non-standard deal reviews.

Technical Expertise:

• Advanced proficiency with CPQ tools (Conga CPQ, Salesforce CPQ) and contract management systems.
• Strong Salesforce CRM skills with experience in opportunity management and reporting.
• Advanced proficiency with Microsoft Office suite, with particular emphasis on Excel (including advanced functions, pivot tables, formulas, etc.).
• Strong digital literacy with ability to quickly adapt to new software systems and technical environments.

Communication & Language Skills:

• Fluent written and spoken English (C1 level or native speaker)
• Additional language proficiency valued (German, French, Japanese) for supporting international deals
• Excellent communication skills with ability to clearly articulate complex deal structures to stakeholders

Analytical & Process Skills:

• Demonstrated ability to analyze deal structures and identify revenue optimization opportunities
• Experience implementing and improving deal desk processes to reduce friction and accelerate deal velocity
• Analytical mindset with ability to identify trends, bottlenecks, and opportunities for process improvement

Collaboration & Work Style:

• Strong cross-functional collaboration skills, particularly with Sales, Finance, Legal, and Revenue Operations teams
• Detail-oriented with exceptional organizational skills and ability to prioritize and deliver effectively in a fast-paced environment
• Proactive problem-solver with ability to work independently while supporting broader team objectives

Nice to have:

SaaS Expertise:

• Strong understanding of SaaS pricing models, subscription economics, and revenue recognition principles
• Experience supporting complex, multi-product enterprise deals and managing approval workflows

Software Sales Insight:

• A solid grasp of sales cycles and pricing models, ensuring you can confidently advise on best practices and structure competitive deals.

Additionally, you will enjoy some of our local benefits such as:

• Company laptop and mobile phone
• Regular Webinars on Wellbeing and multiple other topics
• Multiple company events
• Up to 2 days paid time off per year for participating in volunteer activities