Deal Desk Senior Analyst

Overview
Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems.
We are currently looking for a Deal Desk Senior Analyst for our APJ & EMEA regions.
Quest strives to be the best of the very best in everything we do.
We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world.
It's exciting, it's rewarding, and it's hard work and offers career and personal growth.
The Deal Desk team manages Quest Software's large deals, from structuring and approvals through to contract negotiation and order booking.
The team acts as a critical point of contact for the sales force, coordinating input from multiple stakeholders to proactively and creatively structure deals that maximize profit margins, revenue yield and limit economic risk to the company while minimizing time-to-close.
Responsibilities
While primarily EMEA focused, this position will also be required to support activities in the APJ region.
Responsibilities include but are not limited to the following:
Discount and Nonstandard Deal Approvals by exercising significant judgment and business sense when reviewing nonstandard transactions, ensure key stakeholders are engaged throughout the approval process
Foster and maintain strong working relationships with critical business partners (e.g. Finance, Legal, Support, etc.) to expedite the review and approval process.
Understand the business practices, economic factors and competitive challenges in region along with factors specific to the current customer in negotiations
Maintain up-to-date knowledge of the company's products, processes and promotions in order to provide a best-in-class level of support to Sales.
Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support the sales effort.
Leverage creative deal structuring and licensing tools such as financing, perpetual, term, and subscription models
Advise sales on objection handling techniques, alternative contract options, and/or value propositioning to help drive deal closures
Be a sales advocate & partner to internal organizations to understand complex sales issues
Collaborate with impacted parties to identify acceptable options to facilitate deal closures
Work with teammates and management to identify process improvement and/or sales training opportunities.
Develop & deliver sales enablement tools
Manage, participate in, or directly work on any additional projects, assignments, or initiatives assigned by management
Qualifications
Undergraduate degree and 2-4 years relevant experience in or around a sales environment
Advanced MS Office knowledge, especially Excel skills
Excellent written and verbal communication skills
Analytical; with any financial, IT or reporting experience
Strong business acumen
English speaking
Preferences
Deal Desk, pricing and deal negotiation experience in a software or software/hardware company
Experience with working in a company that leverage a one and/or two tiered channel model for transacting with end customers
Experience with SFDC
Knowledge of currencies and global pricing strategies
Demonstrated ability to effectively work cross functionally with all levels of a company, particularly executive sales management and able to resolve conflicts
Knowledge and experience with revenue accounting rules
Company Overview
Quest Software builds the foundation for enterprise AI with solutions in
data governance, cybersecurity, and platform modernization
.
More than 45,000 companies — including 90% of the Fortune 500 — trust Quest to solve their most critical IT challenges.
From securing identities and modernizing platforms to preparing data for AI, we help enterprises unlock their full potential.
Why Quest
At Quest, your work makes an impact.
You'll help organizations get AI-ready while building your career with a global team of innovators.
We offer:
Competitive pay, annual bonuses, and top-performer recognition.
Comprehensive health, family, and retirement benefits.
Flexible work options, generous PTO, and wellness programs.
Professional growth through learning platforms, mentorship, and leadership programs.
Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.
Come join us.
For more information, visit us on the web at One Identity Careers | Explore Opportunities with the OI Team
Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system.
Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com or @oneidentity.com
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