Director, CPQ & Deal Desk

About the Role

As the Director of Deal Desk at Zelis Healthcare, you will lead deal structuring, an essential function that drives the success of the sales organization. This role will ensure that Zelis maintains profitable deal-making processes.

In overseeing the Deal Desk function, you will manage the pricing, structuring, and approval of deals. This includes standardizing documentation, workflow, and CPQ system utilization to ensure compliance with company policies and profitability targets. You will work closely with cross-functional teams, including sales, finance, legal, and operations, to handle complex deals and mitigate risks. Additionally, you will implement streamlined processes and tools to ensure efficient deal reviews and approvals while managing risks such as revenue recognition and contractual obligations.

This role requires a strategic leader who can balance business objectives with sales execution, driving both profitability and motivation within the Zelis sales team. The ideal candidate will have a proven background in deal structuring and cross-functional collaboration.

Responsibilities

• Develop and oversee the end-to-end deal structure to deal closure processes

• Lead and grow a team of Deal Desk Managers to cover a large national sales organization, understand internal best practice parameters for profitable deals, mange set discount processes and ensure all systems are updated with all deal information

• Facilitate the sales approval and standardized contract document generation processes and ensure compliance with published sales and business approval policies

• Lead CPQ requirements as a representative of the Sales Experience

• Develop a Sales feedback program that captures ideas related to deal desk process and CPQ system enhancements to improve user experience and reduce cycle time

• Foster and maintain strong working relationships with critical business partners, Revenue Operations & Enablement, as well as Finance, Product, Legal and other functions in an as needed basis to expedite the review/approval process and ensure operational readiness

• Systems expertise to automate and simplify the deal flow and deal validation processes

• Managing, mentoring, and fostering a synergy within the team and thinking of creative ways to challenge and develop personnel on the team

• Bring innovative best practices to evolve the Deal Desk & Order Management team to be proactive change leaders within the Revenue organization

Education & Experience Requirements

• 12+ years' experience in sales operations, project management, analytics, CPQ, sales performance analytics, finance/business analyst, process improvement, business development, customer success, finance, marketing operations, or a related field

• Bachelor's Degree Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences

• 5+ years of building teams and people management experience.

• Previous experience leading and managing a distributed Deal Desk function.

• Experience in complex deal structuring (for software license/consumption models, services and renewal deals) and advising on booking and revenue recognition implications.

• Depth of experience on process

• Experience in order management including contract review, quote structuring and software provisioning.

• Experience with Salesforce.com, CPQ, and other sales related systems including pricing, data enrichment tools.