Bopanna M C

Act as a trusted advisor and partner to Sales teams who offer valuable feedback on contract requirements, deal structure, and business terms and identify potential risks and/or opportunities that can affect performance, future growth, and strategic positioning. (INDIA, APAC, EMEA, MEAP and USA).
• Proactively engage in and help Sales teams navigate strategic deals to successful closure, acting as a one-touch resource, responsible for liaising with all parties involved in the agreement process (Finance, Legal, Revenue, Order Management, IT, Collection, Treasury, Sales, Sales Engineer, Ops, CSM, etc.) on behalf of sales.
• Where necessary, craft bespoke deal structures in close collaboration with cross-functional stakeholders to secure decision support on possible solutions and aid in drafting relevant paperwork needed for successful closure.
• Provide Senior Leadership with financial models, deal with health information, and analysis of the commercial and operational requirements to facilitate the risk/reward profile assessment of the opportunities.
• Understand gross margin analysis, SSP compliance rules, and the impact of any non-standard terms on strategic deals, including Enterprise Agreements.
• Review and approve non-standard pricing requests and ensure all required approvals are obtained and documented.

• Ensure that all deals adhere to the internal revenue recognition policies and operational guidelines, are experts in quoting, and understand the portfolio and product interdependencies.
• Comply with various Rules of Engagement and keep up-to-date product knowledge. Evaluate current processes, offer recommendations for areas of improvement, and complete ad hoc projects as required.

Owning the process for standard and non-standard deals from initial proposal through booking.
Collaborating with sales, finance, and legal teams to manage the flow for non-standard deal structure and approvals, providing guidance on pricing, discounts, and contract terms to optimize profitability.
Managing the internal deal approval workflow, obtaining all necessary approvals across FP&A, Sales, and Legal.
Ensuring all deals are booked in accordance with our bookings policies, which you will collaborate with Accounting to establish and maintain.
Acting as the point of contact for the sales team for inquiries on pricing, terms, products, and contract processes, enabling efficient deal progression.
Partnering with Sales, FP&A, Accounting, Legal, and Product teams to balance revenue goals with customer satisfaction and ensure alignment on deal terms and pricing.
Supporting revenue forecasting efforts by providing insights into deal trends and anticipated close dates, assisting in quarterly planning and goal setting.
Evaluating deal structures to identify risks and opportunities, suggesting contract modifications that reduce risk while maintaining or improving value.
Identifying and implementing process enhancements to streamline deal review and approval, decreasing the number of non-standard deals, improving efficiency, and reducing deal cycle times

• Support the Sales Organization, focusing primarily on providing field support on large, complex ELA software transactions.
• Process owners for the sales approval process and are chartered with working with sales and various internal organizations to review, modify, or approve license discounts, special pricing, and non-standard business terms & conditions.
• Primary responsibility includes supporting the world-wide field sales with enterprise License Agreement configuration/Pricing support and Enterprise License Agreement sales and business approvals
• Creation and distribution of standard Enterprise License Agreement contract and Processing of documents like – Special pricing forms, NDAs
• Be a sales advocate & partner to internal organizations to understand complex sales issues and collaborate with impacted parties to identify acceptable options to facilitate deal closures
• Work with teammates and management to identify process improvement and/or sales training opportunities.
• Mentor and guide the Deal Desk Analysts in executing non-standard complex ELA transactions by providing judgement driven, creative solutions to sales within the 3Ps framework
• Be the point of contact for regional/GEO counterparts to co-ordinate on pro-active deal management activities on war room/forecast deals for respective region

Quickly learn and master the quoting process within the SFDC & CPQ system.
Conduct the initial triage of quotes submitted to the Deal Desk for review.
Evaluate deal economics, business terms, operational requirements, and non-standard structuring requests.
Collaborate closely with the Deal Desk members to manage the Deal Desk queue effectively and efficiently.
Review assigned quotes in terms of deal financials, pricing, and business risk.
Provide discount and pricing guidance based on published business policy and guidelines.
Operate as an escalation point and ensure compliance with published sales and business approval policies.
Act as liaison with cross-functional business partners to facilitate deal closure.
Establish productive relationships and collaborate with Legal, Finance, Product, Pricing Sales, and Operations to drive deal accuracy and efficiency.
Become a subject matter expert on all commercial aspects in deals including pricing, product configuration, and business terms.

Perform any other duties assigned by the Deal Strategy and Operations Senior Director