Deal Desk Manager

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Job Category
Development & Strategy

Job Details

About Salesforce

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Bergabunglah dengan Salesforce dan tim yang berada di garis depan dalam mendorong pertumbuhan pendapatan yang sehat dan sukses! Sebagai Manajer Deal Desk, Anda akan bertanggung jawab untuk memberikan dukungan dalam penyusunan struktur kesepakatan dan penetapan harga untuk pasar Indonesia kami. Anda akan berfokus pada mitigasi risiko dan menemukan peluang perbaikan baik dalam transaksi kompleks maupun secara lebih luas di wilayah penjualan dengan memanfaatkan kekuatan wawasan berbasis data. Anda juga akan merumuskan dan mengimplementasikan solusi yang membantu Deal Desk dan proses kesepakatan kami berkembang untuk mendukung kebutuhan bisnis yang terus berubah.

Tanggung Jawab
Bertindak sebagai mitra dan penasihat tepercaya bagi pimpinan penjualan senior, tim akun, dan mitra internal lainnya
Meninjau dan mengevaluasi transaksi kompleks atas nama tim Strategi & Penetapan Harga Transaksi serta eksekutif penjualan
Membimbing tim penjualan mengenai kelebihan dan kekurangan berbagai struktur transaksi, mengelola risiko dalam ketentuan dan struktur kontrak, serta mengambil tanggung jawab atas keputusan persetujuan akhir
Menunjukkan pemikiran kritis dan ketelitian analitis. Menunjukkan kemampuan untuk mengidentifikasi variabel, risiko, dan peluang dalam suatu kesepakatan, serta memengaruhi kesepakatan tersebut dengan rekomendasi Anda seiring perubahan variabel
Bekerja sama dengan tim akun untuk mengembangkan strategi konsesi yang mengoptimalkan pendapatan sekaligus melindungi margin
Memimpin hasil proyek di seluruh organisasi. Mewakili sudut pandang organisasi kami dalam proyek lintas fungsi, dengan mengkomunikasikan kemajuan, temuan, dan rekomendasi
Bekerja sama dengan tim produk dalam menentukan model dan strategi penetapan harga yang optimal untuk produk baru dan solusi paket
Mengembangkan praktik terbaik untuk penetapan harga dan ketentuan bisnis, berdasarkan pemanfaatan data dan pengetahuan pasar yang lebih baik guna mendukung pengambilan keputusan
Memberdayakan tim Penjualan dengan praktik terbaik untuk penetapan harga dan struktur kesepakatan yang dioptimalkan
Bekerja sama dengan departemen Keuangan, Hukum, dan Operasional untuk mengoptimalkan ketentuan kontrak dan menutup kesepakatan

Kualifikasi yang Diperlukan
Manajer: 7+ tahun pengalaman profesional di bidang penetapan harga, strategi komersial, analisis keuangan, konsultasi, atau bidang terkait.
Diperlukan gelar sarjana atau pengalaman relevan yang setara. Pengalaman akan dievaluasi berdasarkan kompetensi inti untuk peran ini (misalnya peran kepemimpinan di luar kurikulum, pengalaman militer, peran sukarela, pengalaman kerja, dll.)
Latar belakang analitis yang unggul dengan keterampilan pemecahan masalah yang kuat
Keterampilan komunikasi yang sangat efektif, baik tertulis maupun lisan
Kemampuan untuk membangun hubungan dan bekerja secara kolaboratif guna mendorong hasil
Mampu menjelaskan konsep dengan jelas dan meyakinkan di seluruh tingkatan organisasi
Perhatian yang tinggi terhadap detail
Kemampuan untuk bekerja di lingkungan yang dinamis sambil mengelola dan memprioritaskan tuntutan yang saling bersaing
Terampil dalam berpikir cepat di tengah ketidakpastian
Pengalaman yang terbukti dalam memimpin dan memberikan pengaruh di berbagai tingkatan organisasi
Kemampuan untuk menangani konflik dan mengarahkan diskusi menuju hasil yang produktif
Kemahiran dalam menggunakan alat berbasis AI untuk mendukung analisis kesepakatan, optimasi penetapan harga, dan persetujuan kesepakatan.
Kemampuan untuk menafsirkan dan bertindak berdasarkan wawasan yang dihasilkan AI guna mendorong rekomendasi kesepakatan

Kualifikasi yang Diutamakan
Pengalaman di bidang penetapan harga merupakan nilai tambah yang kuat
Pengalaman memanfaatkan alat AI/ML (misalnya, Salesforce Einstein, Agentforce, Slackbot, Claude, Gemini, atau yang serupa) untuk analitik penjualan dan intelijen pendapatan
Memahami teknik prompt engineering atau bekerja dengan model bahasa besar (LLM) untuk mengotomatiskan alur kerja meja kesepakatan.

Overview of the Role

Come join Salesforce and a team at the heart of driving healthy and successful revenue growth! As a Deal Desk Manager, you will be responsible for delivering deal structuring and pricing support for our Indonesia market. You will focus on mitigating risks and finding improvement opportunities within both complex transactions and more broadly within sales territories by leveraging the power of data driven insights. You will also generate and drive solutions that help our Deal Desk and deal processes scale to support the constantly evolving needs of our business.

Responsibilities

• Partner in a trusted advisor capacity to senior Sales Leadership, account teams and other internal partners
• Review and vet complex deals on behalf of Deal Strategy & Pricing and Sales Executives
• Guide Sales on the pros/cons of a wide range of deal structures, manage risk within contractual terms and structure, and take ownership of final approval decisions
• Demonstrate critical thinking and analytical rigor. Demonstrate the ability to identify variables risks and opportunities within a deal, and influence the deal with your recommendations as variables change
• Partner with account teams to develop concession strategies that both optimize revenue and protect margins
• Lead org-wide project deliverables. Represent our org's point of view in cross-functional projects, by communicating progress, findings and recommendations
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions
• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions
• Enable Sales on best practices for optimized pricing and deal structures
• Collaborate with Finance, Legal and Operations departments to optimize contract terms and close deals

Required Qualifications

• Manager: 7+ years of professional experience in pricing, commercial strategy, financial analysis, consulting, or a related field.
• Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
• Superior analytical background with strong problem-solving skills
• Highly effective communication skills, including written and verbal
• Ability to build relationships and work collaboratively to drive results
• Capable of explaining concepts clearly and credibly across all levels of the organization
• High level of attention to detail
• Ability to work in a fast-paced environment while managing & prioritizing competing demands
• Adept at thinking on your feet amidst ambiguity
• Proven experience leading and influencing at various levels across the organization
• Ability to handle conflict and navigate discussions to productive outcomes
• Proficiency in using AI-powered tools to support deal analysis, pricing optimization, and deal approvals.
• Ability to interpret and act on AI-generated insights to drive deal recommendations

Preferred Qualifications

• Experience in a pricing function is a strong plus
• Experience leveraging AI/ML tools (e.g., Salesforce Einstein, Agentforce, Slackbot, Claude, Gemini or similar) for sales analytics and revenue intelligence
• Familiarity with prompt engineering or working with large language models (LLMs) to automate deal desk workflows.

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.