Enterprise Deal Manager

Location: San Diego, CA or Remote

The Deal Manager supports a sales territory, navigating and managing enterprise and/or commercial transactions from a business standpoint with an overall goal of optimizing transaction deal structure to maximize revenue and profit. Teaming with the pricing manager and the account team, this position also provides vital counsel to Sales and Sales Management concerning the most appropriate purchasing structure for a customer transaction given the customer’s purchasing and budgeting requirements.  This position will advise on appropriate deal structures for enterprise and/or commercial accounts as they relate to preferred revenue recognition treatment.  This may include an understanding of current customer agreements to develop a strategy with the account team to amend those agreements, when required, to support Teradata’s strategic objectives and maximize revenue and profit.   Overall, on a day-to-day basis, working with the account teams, this individual is accountable for using general business skills and knowledge to assist the account team win business and drive profitable growth.  This position will be customer facing when required.  Close working relationships are required with Sales, Financial Planning, Revenue Recognition, Legal, Product Management and other functions.  The position reports to the Regional Deal Desk Director.

Essential Functions:

Participate in account and opportunity planning sessions with sales teams to develop strategy on growing revenue and profit
Project manage internal processes around a transaction from start to finish including project, renewal and consulting deals
Coordinate across organizations to support deal transactions from a business perspective
Utilize high business acumen with the ability to understand and analyze financial and competitive data and apply it to optimize sales opportunities.
Understand Teradata analytic technology to identify the customer value and competitive position that drives price and profit in opportunities for customers when using Teradata products and services
Knowledge of accounting principles in order to understand customer purchasing impacts on Teradata’s offerings, including changes to revenue recognition and other accounting guidelines
Creative thinker, able to come up with alternatives that increase offer effectiveness while protecting current and future price realization
Understanding of the technology industry and price drivers
Ability to review and interpret complex contract/customer agreement details
Proficient verbal and written skills to communicate through all levels of the organization
Ability to work closely with account teams, and draw on other, often remote company resources
The ability to professionally discuss business issues and offer advice and alternatives

Required Qualifications:

BA required
Minimum 5 years related work experience. Could be in a broad range of functions including but not limited to Pricing, Sales, Legal/Contracts, M&A/Investment Banking, Procurement, or Consulting
Deal strategy and negotiations experience
Demonstrated financial/analytical skills gained through formal education, certification or work experience  
Established understanding of complex contracting terms and conditions
Detail oriented and self-directed individual
Knowledge of Software Information Technology industry
Able to travel 25% of the time

Preferred Qualifications:

Sales-oriented, business savvy individual with financial expertise
Experience in Data Analytics industry
MBA preferred