Deal Desk Manager - Software

Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day.  When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

Appian provides a low-code development platform that accelerates the creation of high-impact business applications. Many of the world’s largest organizations use Appian applications to improve customer experience, achieve operational excellence, and simplify global risk management and compliance.

As a Deal Desk Manager EMEA you will be concentrating on complex software licensing deals within the Financial Services domain. You’ll use a mixture of critical thinking, creativity, and excellent communication and relationship building skills.  Success in this position requires you to be a self-starter with proven problem-solving skills capable of quickly adapting to fluent business policies and commercial strategies.  
 
What you'll be doing:
•    As the subject matter expert, lead the process and the relevant stakeholders for deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations.
•    Support Sales team in negotiation of contract structure and pricing in compliance with Appian's internal policies while maximizing value to the customer and Appian.
•    Guide optimal use of quote and opportunity management tools to accelerate sales cycles and drive collection of actionable business data.
•    Facilitate alignment and communication between Appian’s Sales Teams, and internal stakeholders, including Finance, Legal, Engineering, and Product teams, and external customers/partners to promptly resolve business/issues and foster productive interactions.
•    Validate all aspects of agreement packages for accuracy and compliance with Appian’s business practices and approvals process and maintain responsiveness.
•    Cultivate best practices through analyses, projects and reporting contributing to the continued growth of Appian’s Sales team and Deal Desk.
•    Support in developing training materials, sales examples and engage in regular training sessions with Sales teams.

Required Skills & Experience:

•    Good knowledge of software licensing and pricing.
•    Good knowledge of software contracts and revenue recognition policies.
•    Negotiation experience and competence.  Ability to work to understand the interests behind positions and get past objections to workable solutions.
•    Experience using CRM and CPQ systems.
•    Set to take action and work independently, although support is there when you need it. Driven to complete tasks through impact and undertake a proactive approach to achieve this.
•    Ownership mentality. Possess the character to act with integrity for the best interests of the entire organization.
•    Comfortable with ambiguity and working in a rapidly evolving environment and fluent business rules. 
•    Comfortable with change and having the ability to adapt quickly. 
•    Detail oriented. Must be organized and able to stay on top of fast-moving information and tasks.
•    Process focused by nature. You like order and having things documented for easy reference.
•    Bachelor’s degree in finance, economics, sales, or a business-related field. Minimum of 5 years of experience in related role (Deal Desk, Sales Operations, and/or Finance/Pricing experience preferred)