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Senior Director, Deal Strategy & Revenue Growth

Company: Medecision--
Location: Dallas
Posted on: March 28, 2020

Job Description:

We're looking for a candidate to fill this position in an exciting company.

  • Operationalize revenue management and the achievement of revenue goals by effectively tracking and reporting ACV quota, ACV budget, and revenue forecasts that provides deep insights for the sales and account management team, along with Executive and Operating Leadership Teams.
  • Develop lean and agile deal desk processes to enable the effectiveness of our sales teams that maximizes KPIs and customer satisfaction while mitigating risk. Maintain an evolving subject matter expertise in pricing trends, deal structures and competitive pressures to support the execution of the most complex opportunities, including services and renewal deals.
  • Act as a trusted advisor to the enterprise sales and account management teams for deal structuring and support other internal stakeholders throughout the sales cycle to expedite deal execution.
  • Elevate the technology and communication-driven strategy that leverages tools, training, and forums that increase critical selling time, reduce non-revenue generating activities, and enable consistent quoting, pricing and process requirements.
  • Lead a team of a Salesforce Administrator and a Sales Reporting Analyst that are responsible for driving operational excellence in the tools and reports that all customer-facing employees, along with the Executive and Operating leadership teams utilize. This includes overseeing all sales-related systems, including Salesforce, FunnelSource, Financial Force, Xactly, Proposify, and the proprietary pricing calculator.
  • Manage the commission plan administration and compensation management systems in partnership with sales and executive leadership, Finance and People Resources.
  • Drive Board of Directors quarterly revenue reporting, including bonus program goal calculations, reporting and auditing.
  • Collaborate with key internal functions to drive operational excellence, such as the Pursuits function for Salesforce integrations, sales process efficiency driving automation, and data analysis and reporting of key metrics and program performance; the Marketing functions on industry buying cycles, market insights, and account-based marketing strategies; the Product Management function to empower a portfolio-driven selling strategy; and the People Resources and Knowledge Management functions on training and education related to sales enablement and talent strategy support for staff development.
  • Bachelor's degree required; MBA strongly preferred.
  • At least 10 years of relevant Sales Operations and Deal Desk experience in a technology company with responsibility for revenue forecasting and quantitative analyses (opportunity level and revenue under contract), sales commission plan development and administration, deal structuring with pricing management, sales analysis and intelligence, and sales-technology utilization.
  • Advanced proficiency in complex IT (SaaS or Enterprise Cloud Technology) deal structures, preferably with a Health Care organization driving solutions for customers and consumers.
  • Previous experience leading, mentoring and building a team with demonstrated ability influencing cross functional partnerships that enable excellence in value-based selling.
  • Strong proficiency in sales related technology platforms with demonstrated ability to drive efficient operational practices, along with advanced reporting capabilities; Salesforce.com experience is required, certification is preferred.
  • Experience with sales-related content management with proven abilities to train sales team members on systems, workflows, and other sales enablement activities.
  • Demonstrated experience balancing efficiency, process, and internal revenue requirements to help create advantageous outcomes for revenue growth.
  • Ability to think critically in a structured fashion and translate leadership discussions into an analytical decision-making framework with an organized balance of being detail-oriented as well as seeing the big picture.
  • Strong aptitude for building interpersonal relationships to regularly challenge the status quo paired with a "do whatever it takes" attitude to affect positive change within the organization.
  • Excellent communication and presentation skills with the ability to be a calming influence while having a commanding presence across teams.
  • Ability to travel for company meetings as needed, 10-15% .

Keywords: Medecision--, Dallas , Senior Director, Deal Strategy & Revenue Growth, Executive , Dallas, Texas

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