Deal Desk / Renewals and Usage Expert

Job Description

Deal Desk Responsibilities:

• Act as a trusted advisor to senior Sales Leadership, the sales community, and internal stakeholders.
• Develop innovative deal structures, manage risk within contractual terms, and educate the sales team on product bundles and offerings.
• Improve pricing methodologies and business terms based on data and market knowledge.
• Provide deal financial modeling and proposal support to senior team members.
• Offer deal structure guidance and recommendations to Sales, balancing data-driven approaches with creative thinking for strategic accounts.
• Drive contract execution by collaborating with Sales, Legal, Accounting, and Operations teams.
• Independently scope and complete project work to meet management goals.
• Partner with product teams on optimal pricing models and strategies for new products and bundled solutions.
• Collaborate with Sales leadership to manage month- and quarter-end deal closures.
• Review and vet sophisticated deals for Strategic Business Practices Management.
• Develop relationships to understand products, competition, and market trends.
• Create sales enablement materials to train Sales on pricing and positioning best practices.
• Work with Finance, Legal, and Operations to optimize contract terms and close deals.
• Demonstrate a strong understanding of customers and how they use Unit4 products.
• Ensure compliance with internal controls.
• Ensure timely delivery of compliant and commercially sound offers with Account Executives.
• Handle day-to-day transactional deal pricing requests.

Renewals Responsibilities:

Renewal Readiness & Entitlement Compliance:

• Create renewal quotes and orders to ensure alignment with customer entitlements, contract terms, and usage data.
• Work collaboratively with Sales, Deal Desk, and Customer Success to proactively resolve discrepancies in licensing, usage, and contract terms prior to renewal execution.
• Ensure that all renewal transactions comply with SaaS licensing policies, pricing models, and entitlements.
• Conduct pre-renewal compliance reviews, verifying that customers are correctly licensed and that any necessary true-ups or adjustments are incorporated into the renewal process.
• Monitor and enforce Day 1 compliance by ensuring customers have the correct entitlements and access to their subscribed services immediately after renewal

Process Optimization & Stakeholder Collaboration:

• Act as the liaison between Sales, Deal Desk, Customer Success teams, ensuring all parties have accurate entitlement and usage information before the renewal closes.
• Identify inefficiencies in renewal processes and recommend improvements to enhance accuracy and reduce manual effort.
• Collaborate with product and pricing teams to stay up to date on new product, package and price book releases and provide mapping of old contract terms to new packaging options, ensuring alignment with the pricing book.
• Participate in User Acceptance Testing (UAT) for system updates that impact renewal processing and entitlement compliance.
• Support the automation of usage and entitlement validation to streamline the renewal process.
• Train and support internal teams on best practices related to renewal structuring, compliance checks, and entitlement validation.

Special Projects:

• Be responsible for short term revenue operations related projects.

Usage & Compliance:

• The License Compliance Specialist is responsible for creating and driving License Compliance activities across UNIT4’s customers to protect Unit4's Intellectual Property.
• Other objectives include protecting the value of Unit4’s intellectual property, protecting and enhancing customer relationships, and serving as resident experts of Unit4’s software licensing.
• Develop, maintain, and execute a product or regional specific compliance engagement strategy and process that balances the protection of Unit4’s intellectual property, customer relationships, revenue recovery, and other cross functional needs
• Develop and maintain related product use questionnaires to be used during compliance assessments.
• Review the effectiveness of compliance tools and drive the development of new features and functionality as necessary in order to improve compliance coverage.
• Identify internal key team members (and maintain these relationships) who will contribute specific technical expertise (database queries, custom reports, product understanding, etc.) for customer compliance assessments.
• Collaborate with internal stakeholders to assess product, contract, and relationship specific risk factors for each customer engagement. Analyze contractual, financial, and other documentation to understand customer entitlements.
• Manage customer engagements with primary responsibility for all phases of assessment from initial interactions to close-out of each assessment.
• Negotiate appropriate resolution of non-compliance issues directly with customer and internal stakeholders.
• Support customer and internal requests for information related to licensing of Unit4 software products.
• Maintain an appropriate communication plan with business management and key stakeholders to inform them with details of upcoming audits and assessment results.

General:

Holiday & empty position coverage:

• Provide support for Revenue Operations Team members along with coverage for roles that we are actively recruiting for.

Qualifications

Deal Desk Qualifications:

• 3-5 years’ experience in Pricing Strategy, Deal Desk, Bid Management, Commercial Finance, Sales financial analysis, Renewals or relevant experience preferred
• Bachelor’s degree or equivalent experience
• Outstanding analytical background with strong problem-solving skills
• Great interpersonal skills, including written and verbal communication
• Ability to build relationships and work collaboratively to get 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
• Proficiency (reading, writing, and speaking) in English (French would be a nice-to-have)
• Ideally, experienced at working in a multinational environment
• Experience in Dynamics 365 / Dealhub (Or other CPQ tools)

Additional Information

Who we are

We are a people-first community that nurtures all the areas that surround your working experience. With us, you’ll be surrounded by a high-performance team that supports your authentic self and celebrates your uniqueness.

We believe that ‘How work should feel’ is an evolving statement. Work goes beyond tasks and everyday responsibilities it’s about feeling valued, empowered, promoted, impactful, seen, and appreciated.

We are reimagining how work makes people feel.

What we offer

• a culture built on trust and accountability - giving you the freedom and autonomy to be successful and make an impact
• balance - with our Flexible Leave Paid Time Off policy, remote working opportunities, Global Wellbeing Days, and other great benefits
• growth opportunities - we provide the tools and guidance required so that you can focus on what really matters to you and so, ultimately, you can achieve your best work
• talented colleagues, role models and mentors - work, learn and be inspired by some of the best talent in the software industry
• a commitment to sustainability - with initiatives such as our Environmental, Social, and Governance strategy and Act4Good programme
• a safe and inclusive working environment – supported by our Employee Resource Groups, which are open to all.

Our commitment to equity

Unit4 is committed to ensuring equal opportunity for everyone. We make our hiring decisions solely based on skills, qualifications, and our current business needs. We know that diversity brings fresh perspectives, ideas, and solutions to our company. This is the essence of our culture. We also welcome and encourage people who are pregnant and/or parents-to-be to apply. If you would like to know more about our commitment to diversity, visit our blogs:

• Our focus to DEI remains central to who we are

• Inclusive hiring at Unit4: Building equal opportunities for all

Background check

This role may require security clearance required for customer projects and access to sensitive (customer) data. That means that after you have accepted our offer, we could ask for background checks. Subject to applicable local laws, such security checks may require disclosure of personal information including criminal record declaration, right to work, personal identification and work history. No worries – we'll handle it according to local privacy laws and keep your information safe. Questions? Feel free to reach out!