Description
Come join a winning team! Here at Imprivata, you'll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking a Senior Deal Desk & Sales Operations Analyst, International to join our team. This is a hybrid opportunity based out of our Uxbridge, England office.
Job Summary
The Senior Deal Desk & Sales Operations Analyst, International will work with multiple internal teams to support our EMEA and Asia-Pacific GTM Sales organization. About 75% of this role will be focused on Deal Desk responsibilities with the remaining 25% focused on Sales Operations.
The Senior Deal Desk & Sales Operations Analyst, International is responsible for working with the Field Sales team to drive deal structuring, discounting, co-terming, quote approval and all aspects of the deal cycle. By enhancing new business processes, you ensure the best experience possible for our customers during the deal process. This role will also be required to understand deal forecasting, and conduct pipeline analysis focusing on forecast accuracy and linearity.
This role works with internal stakeholders (e.g., Sales, Renewals, Finance, Order Management, Legal, and Customer Success) to ensure that value is realized for the customer and commercial objectives are aligned with the growth of our business. You will identify process gaps, help with solutioning the improvements, and facilitate training as needed.
Duties and Responsibilities
- Responsible for the entire upfront deal cycle, including parternship with Field and Renewal Sales, Legal, and Finance within the deal cycle to improve deal velocity, drive pricing discipline and increase transparency.
- Approval of quotes and pricing to facilitate order forms and purchase orders
- Contract and customer research to drive a co-terming contract strategy
- Work with Order Management to ensure that deals can be booked in compliance with accounting standards
- Assist with complex contract negotiation and provide pricing options, deal construct alternatives and business analysis to help facilitate the deal process
- Use data to drive go-forward pricing strategies and recommendations based on key variables
- Ensure compliance with customer contracts tied to key business and legal policies
- Drive process improvements in the order to cash cycle
- Drive and define opportunities for automation in the quote to cash cycle
- Drive understanding of the forecast and top deal data collection, assisting management in assessing risk and upside in deals and overall forecast
- Provide analysis on Sales KPIs including forecast accuracy, pipeline quality, deal progression, services attach rate, and bookings linearity
- Focus on pipeline analysis, key drivers, Sales coverage and driving higher conversion rates
- Annual planning - drive key initiatives and planning for topline for the new financial year
- Other duties as assigned and required
Qualifications
- Bachelor's Degree or equivalent combination of education and experience
- 5+ years' experience in Deal Desk, Sales Operations, or finance roles.
- Proficient with Microsoft Excel, a CRM system like Salesforce.com, and a deal forecasting tool like Clari
- Experience with SaaS Software
- Comfort with working with Sales organizations
- A passion for problem-solving, with a focus on unstructured problems involving multiple stakeholders
- Highly organized with strong attention to detail
- Highly motivated with strong intellectual curiosity
- Excellent oral, written and presentation skills
- Ability to work independently and collaboratively in a team environment
- Other duties as assigned and required
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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