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The Deal Strategy Manager will collaborate with sales teams on contract negotiations, ensuring alignment with customer needs and company priorities. This role involves formulating deal strategies, optimizing sales cycles, and overseeing deal financials while working cross-functionally with various departments. Strong negotiation skills are essential for success in this position.
Navan is looking for an experienced Manager of Deal Strategy to partner with our sales team in Deal Negotiation. This is a Senior IC role tasked with handling contract negotiations, balancing customer wants and Navan priorities, and working with both internal sales teams and business teams during contract signing.
What You’ll Do:
- Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams
- Work with the sales team to find a way to meet customers’ needs while adhering to Navan selling policies
- Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities
- Actively negotiate deals directly with the customer as needed
- Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management
- Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
- Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled
- Establish metrics and processes to improve business visibility and consistency of practices across geographies
- Overseeing deal financials, pricing, business risk, revenue recognition implication
What We’re Looking For:
- Business degree and/or JD/ MBA
- 7+ years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred)
- Customer facing experience
- Strong eye for business and proven track record in commercial negotiations
- Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask
- Solid understanding of software revenue recognition principles
- Basic understanding of commercial law and experience in contract management
- Excellent interpersonal skills – verbal and written
- Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations
- Great leadership and collaboration skills
- Proficient knowledge of Salesforce, CPQ
The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Pay Range
$112,000—$180,000 USD
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