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Enterprise Deal and Pricing Analyst (San Francisco, CA)

Position Description: 

Okta’s Deal Desk is responsible for driving large, complex, and non-standard commercial contracts to closure by providing Sales teams with business process & policy insights as well as strategic and operational support. The team sits within the larger Business Operations organization, which supports strategic initiatives across Okta, and is comprised of various functions from Sales Operations to Customer Success. As a member of the broader Business Operations team, you will have the opportunity to learn about and contribute to Okta's business from many angles, from our go-to-market strategy and launch of new products to the standardization of policies and systems to scale operations. As a Senior Deal Desk Analyst, you will be well-positioned as the “pulse” on the business and strategic adviser to the Sales organization. This role is best suited for an experienced Deal Desk or Sales Operations professional who is interested in deeply understanding business problems and collaborating with others to make doing business with and within Okta as seamless as possible.                                                             

In this role, your primary function will be to strategically partner with Sales to structure proposals and contracts that mutually benefit Okta and its Customers. This responsibility entails:

  • Collaborating with Sales leadership and Account Executives to develop pricing strategies, dynamic Excel models, and terms sheets as part of the proposal building process primarily for Enterprise and Strategic Accounts
  • Owning and managing commercial contract development in partnership with Sales, Legal, and Finance teams 
  • Maintaining a holistic view of a deal during contract negotiations; driving internal stakeholder discussions and alignment on customer concerns or key business issues that arise during negotiations                                                                        
  • Partnering with the Revenue Accounting team to review or address revenue recognition concerns for non-standard deal structures                                                                                                      
  • Advising Account Executives on contract objection-handling techniques, alternative contract options, and value propositioning to help close deals 
  • Developing tools that help the Sales team effectively price and structure deals while managing to certain business metrics and requirements
  • Developing robust and repeatable deal processes; identifying process improvement and sales training opportunities

 

General Job Duties and Responsibilities:

  • Act as a Sales-facing subject matter expert on deal structuring, processes, and policies
  • Ensure all non-standard commercial terms are reviewed, approved, and properly documented in Salesforce
  • Provide Order Management and Accounting teams with context and clarification on complex deal structures and how they are to be treated as it relates to booking credits, invoicing, internal reporting, etc.
  • Identify deal trends and drive efforts to categorize historical contracting and deal structuring trends based on sales segment or industry vertical

Minimum Knowledge, Skills, and Abilities:

  • 5+ years of hands-on experience in structuring deals with Fortune 1000 companies
  • Experience working cross-functionally with Sales, Finance, Legal in executing contracts
  • Experience working with Enterprise customers and contracts
  • Strong working knowledge of SaaS subscription models, pricing, and revenue recognition
  • Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, Vlookups, ability to create ad-hoc models and analysis, etc.)
  • Communicate effectively with various audiences ranging from Customers to Account Executives to C-level leadership
  • Demonstrated project management experience and/or participation in process improvement efforts
  • Comfortable operating under pressure/with sense of urgency
  • Strong research, analytical, and problem-solving abilities
  • Experience in Salesforce required; additional sales productivity tools preferred
  • Bachelors degree

 

Okta is an equal opportunity Employer.

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