Job
Description
The Senior Analyst will be a key member of the GSRM team and will review Professional Services deals for accuracy, risk evaluation, mitigation, and strategic business consideration. The goal is to ensure that Global Services deals are developed and issued to a consistent level of quality, an acceptable level of risk, meeting strategic business goals, resulting in an approval recommendation and risk profile for all approval levels. The ideal candidate for this role will be able to identify and understand the strategic, holistic value proposition and business impact of professional services deals for Salesforce. They will review and evaluate selected professional services deals across all areas of commercial risk including business terms, solution structures, and pricing with an eye to accuracy, adherence to standards and executive direction, staffing adequacy, scope and delivery risk, labor estimates, and mitigation for these risk areas. The candidate will advise and coach sales teams on policies, process, risk evaluation, and mitigation, interfacing with other stakeholder organizations to ensure the best possible deals are released to the customer. They will work closely with the Global Deal Desk, Legal, Revenue Recognition, Professional Services Deal Teams, Sales Operations, and Technical Operations for an overall evaluation of services deals. The candidate will take ownership of multiple, concurrent deal review assignments and be responsible for the timely delivery of results, adhering to SLA requirements. The Senior Analyst should have a solid understanding of professional services business functions, including sales, project/program management, risk management, and consulting services operations. They should build a collaborative partner relationship with business leaders and various internal operational teams. The candidate should be intellectually curious and passionate about business drivers and issues, new processes, products, systems, and technologies. They should be comfortable making controversial decisions under high-pressure situations, with the ability to communicate sound rationale for deal objections in a poised, diplomatic, and effective manner. Additionally, the candidate should effectively maneuver through various organizations; influence, engage and inspire others; and maintain pace with the ever-changing and growing landscape at Salesforce. They should embody a can-do spirit, a sense of optimism, positivity, and commitment, and cultivate a culture of teamwork, trust, and mutual respect in a small, cohesive, high-performing, fun team environment. Possessing program and project management experience and the ability to manage multiple complex priorities in parallel is essential for this role. The Senior Analyst will also be responsible for developing and implementing competitive pricing models for cloud solutions, SaaS, IT services, and conducting market research and competitor benchmarking to optimize pricing strategies. They will establish contract management policies and governance procedures, collaborate with cross-functional teams to support deal desk operations, and ensure successful contract execution. This role additionally requires excellent problem-solving, time-management, and organizational skills. The candidate should be comfortable in a shifting environment, self-motivated, an independent worker that also possesses strong partnering and teamwork skills. Candidates must be able to accommodate variable and frequently unpredictable workloads that can happen at any time but are often associated with fiscal quarter or year-end boundaries. This position requires advanced communication skills to collaborate effectively within a large, matrixed organization and a high level of comfort with public speaking and presentations. Responsibilities: - Create Professional Services deal reviews and risk profiles with detailed accuracy, supporting KPIs, and risk mitigations that provide strategic benefits to Salesforce. - Partner and coach sales teams on policies and guidelines, processes, risk identification, and mitigation. - Document findings, risk, and key financial information once the deal review is complete and render a recommendation for deal approval. - Contribute to the sales feedback loop for sharing learned lessons enabling continuous improvement of deal development. - Create and deliver easily consumable presentations to large groups of stakeholders and executives that showcase actionable insights and recommendations to help drive services risk management strategy and operation. - Participate in internal GSRM projects or infrastructure development, as needed. Required Skills and Qualifications: - 5+ years experience in general professional services, program/project management, consulting operations, and progressive experience in a tech services environment (SaaS, Cloud services, etc.). - 2+ years experience in structuring, supporting, and/or selling professional services deals and contracts (PSA, SOW). - Strong understanding/working knowledge of professional services for technology companies, cloud technology preferred. - Basic understanding of Professional Services revenue recognition rules. - High level of ethics, independence, and professionalism. - Ability to travel up to 20%. - Excellent soft skills; Ability to successfully establish relationships and team with Professional Services Sales and Delivery Excellence. Preferred skills: - Background in Economics, Administrative Studies, Corporate Law, or a related field. - PMP/RMP/ACP certification highly desirable but not required. - Strong communication skills. Advanced/Proficient English. - Industry experience in CRM, Financial Services, Health Life Sciences, or Retail desirable. - Experience and conversant in Lean/Agile principles and techniques. - Experience with Salesforce products and functionality. - Professional Services Risk Management experience a plus.,
