Deal Desk / Renewals and Usage Expert

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, reven