About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million Internet properties, for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
About the Role
The Deal Desk Manager is a key member of the Global Monetization and Deal Desk Team, supporting the business across Asia Pacific, Japan & China (APJC). This role serves as a trusted advisor to our finance organization, the Vice President of Asia Pacific, Japan & China (APJC), and Vice President of Customer Success. Your goal is to maximize growth and minimize risk for our Enterprise business. You will be providing leadership support to the global team, including the following responsibilities:
- Evangelizing the global pricing and business practices of Cloudflares’ Enterprise offerings
- Supporting the APJC sales team in structuring, reviewing, and approving strategic deals, including bid management across the Quote to Cash process
- Driving value pricing into the deals and our sales processes
If you’re excited about driving growth through global, cross-channel and cross-product initiatives and want to be part of a company that is helping to build a better internet, Cloudflare would love to talk to you. This role reports to the Head of Enterprise Monetization.
What you'll do
- Lead global pricing and business practices in the region. Be seen as a subject matter expert for the function
- Collaborate with the sales team in structuring and executing large/non-standard/complex/strategic deals.
- Liaison with other functional groups (e.g., Legal, Deal Management, Finance, RevRec, Product/Engineering, Sales Operations) who are involved in the quote to cash cycle, from deal development to deal closure
- Enable deal formation. Engage sales early in the sales motion to guide and advise the team. Evaluate risk and mitigating factors. Perform pricing and margin analysis in an effort to maximize healthy growth, in conjunction with overall business initiatives
- Work with the global team to manage the international pricing and approval matrix, deal exception approval process, and large deal tracking
- Partner with other internal teams to help build, streamline, and automate the Deal Desk processes. Provide input to other support functions to drive operational efficiencies
- Analyze deals to understand current sales motion, identify revenue opportunities, and support our executive decision making
- Partner with global pricing strategy team to develop and refine pricing & packaging strategies as well as maintain pricing tools (e.g., pricing calculator, discounting guidance, TCO calculators, ROI simulations, Salesforce integrations/rules)
- Measure and track company and pricing KPIs to enable continuous improvements
- Work closely with sales enablement team to train & equip sales team in the deal approval process, including pricing, deal desk approvals, and cross functional requirements
Examples of desirable skills, knowledge and experience
- Bachelor’s Degree in analytical field (e.g., business, finance, mathematics, statics)
- MBA/ Graduate degree preferred, but not essential
- Minimum 2 years experience working on the deal desk/contract management team:
- Develop an in-depth understanding of the pricing models
- Provide support in conjunction with contracts, legal & finance teams
- Ability to analyze & recommend the best course of action for complex pricing & licensing situations.
- Knowledge of Cloud Services, SaaS Software, and Solutions is highly recommended
- Strong knowledge of Microsoft Excel, including prior experience of financial modeling and analysis. Good working knowledge of SFDC CPQ, desirable
- Enjoys engaging with complex, cross-functional teams and individuals
- Experience with complex cloud software solutions and sales is desirable.
- Possess excellent written and oral communication skills
- Proactive, creative, and results oriented individual
