Renewals and Deal Desk Operations Specialist

Meet Unit4. With over 40 years of heritage, we’re an agile, fast growing, Cloud company that is on a mission to redefine Enterprise Resource Planning (ERP) for mid-market people-centric organisations. With our innovative, self-driving, adaptive and intuitive software, our customers can spend more time on meaningful high-value work. At the heart of what we do lies a simple yet profound purpose: Improve how people work by focusing on what truly matters. — A powerful statement that enables different priorities for different people. We’re shaping how work should feel, and we empower our people by providing them with the right tools to achieve the autonomy they need - it's what makes us unique.

Renewals

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, and 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.
• Provide mapping from old contract terms to new packaging options, ensuring alignment with the price book.

Operations

Support Revenue Operations operational tasks: - End-to-end testing: Manage the testing process for functional enhancements and system updates, ensuring seamless integration of new features. - Approval process oversight: Ensure CPQ tool approvals are correctly configured, with appropriate roles and permissions in place. - Sales process optimization: Work closely with Sales and Sales Operations to improve the sales process in CRM and DealHub. - Drive system improvements: Identify best practices and sales process improvements, share and document them so the Sales community has easy access to the latest resources, and lead initiatives to enhance the CPQ tool and CRM process. - Training and communication: Act as an onboarding buddy for new Sales team members. Provide training on updates and changes within CRM and the CPQ tool, ensuring the sales team is well informed and prepared. Maintain the Opportunity Management process library and playbook so Sales has access to the latest process descriptions, how-to documents, and checklists. - Cross-functional liaison: Compile stakeholder information, create ADOs, and collaborate with IT and stakeholders to define feasible improvements. Oversee testing and provide communication and training to the sales team. - Ownership of the CPQ tool: Ensure the effective and efficient operation of the CPQ tool from a sales perspective. - Review and approve smaller transactional quotes: Oversee the approval process for upsell quotes across all regions. - Sales support: Assist sales teams in navigating the subscription automation process, ensuring accurate and efficient quote approvals and streamlined deal execution. - Shadowing and cross-training: Shadow Senior Deal Desk representatives to understand key processes and responsibilities, preparing for team coverage during turnover or peak periods. - New starter training and approval: Oversee new employee onboarding for approvers, ensuring proper training and correct setup within CRM and DealHub. - Responding to DealHub inquiries: Serve as the go-to expert for general CPQ questions outside of Sales Operations' scope, potentially establishing and monitoring a dedicated CPQ support channel in Microsoft Teams.

General

Deal Desk Support: Here is an overview of the Senior Deal Desk Manager responsibilities that you will be supporting: - 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.