Senior Deal Desk Analyst

New Relic is seeking a deal management specialist to join our Deal Desk & Strategy team! This role will be key in maximizing the value of New Relic products sold along with the related revenue associated to those sales. As part of this role, you will exercise strong intuition for business in making decisions on go/no-go opinions for the company’s strategic deals. This includes the creation and alignment of commercial frameworks, custom pricing, and leading of pricing improvement initiatives. In parallel, you will be using pricing analytics for decision support and providing feedback to the internal Deal Strategy team along with other business partners. Your work will help to structure profitable and compliant transactions that address the needs of a diverse set of internal corporate customers, safeguard New Relic revenue, and increase the effectiveness and productivity of our sales teams. This will help drive executive decisions that are core to our long-term success! 

This role will work closely with the Sales team to vet and formulate repeatable commercial frameworks to help New Relic negotiate more effective agreements for our important accounts. This role will also have the chance to lead the deal execution process, which requires collaborating with multiple functions such as Sales, Revenue Recognition, Finance, Legal, Product Management and Sales Ops to provide governance for non-standard deal approvals and supporting contractual terms. Helping enable these teams as new pricing and packaging strategies develop will be part of the sales collaboration. The right person for this job has a team player approach, the ability to work across departments with disparate needs and excels at problem solving through critical analysis and is challenged by process review and continuous improvement.

• Partner with the field sales organization to drive large deal closure, including negotiations with customers and being a one-touch deal management resource for field sales
• Provide business insight, pricing and product knowledge, as well as analytical support to Sales, including customer interaction, for large, complex, non-standard transactions.
• Oversee commercial terms and non-standard approvals and provide options to provide the means to Sales to address and surmount customer objections while maximizing revenue/bookings.
• Cultivate and sustain strong working relationships with pivotal business partners (e.g. Finance, Legal, Support, etc.) to help facilitate the review and approval process.
• Accountable for executing on deal structuring practices & policies that accelerate growth, improve sales velocity and ensure fair value for New Relic and customers
• Acts as an escalation point and approval authority in negotiations for commercial agreements
• Support the implementation and tracking of Sales productivity, planning and reporting efforts for respective deals and deal metrics
• Advise and communicate on areas for improvement related to deal velocity and accuracy
• Operate at the highest levels of integrity and transparency and appropriately address any gaps in these areas
• Provide financial modeling and analysis as needed to support decision-making and business impact
• Deliver ongoing education and training to ensure Sales’ understanding of and compliance with non-standard deal structures and processes. Helping coach and enable sales teams on pricing principles and strategy

• 5+ years in a high-tech environment in Pricing, Deal Strategy, Deal Desk or Finance/Operations roles
• A related BA/BS degree preferred
• Strong analytical + critical thinking skills
• High proficiency with SFDC, Excel and BI tools
• Demonstrated capability to build strong working relationships with internal business units and across regions.
• Comfort with internal debates