Senior Deal Desk Analyst, APJ

Are you ready to power the World's connections?

If you don’t think you meet all of the criteria below but are still interested in the job, please apply.  Nobody checks every box - we’re looking for candidates that are particularly strong in a few areas, and have some interest and capabilities in others.

About the role:

You will be part of the Global Deal Desk Organization and involved in quote to booking work streams. This means you’ll have the opportunity to help create the groundwork for the future success of the team by building processes and instituting standards.

Deal Desk works closely with partners in Sales, Finance, Legal, Customer Success and Revenue Operations to close deals that are value accretive to the company. The Senior Deal Desk Analyst will be obsessed with process improvement to help Kong continue to grow, scale, and succeed. They should be prepared to document best practices and seek out opportunities to improve processes that help drive automation and increase field productivity.

The Deal Desk will have a team player mentality and serve as the primary point of contact to Sales for all deal-related questions - big and small. They will be asked to manage day-to-day inquiries from Sales related to Salesforce, quote building, deal structuring, approval process, discount management, etc.  Responsibilities include proactive deal strategy, structure and support to customer negotiations, in addition to responding to inquiries. The ideal candidate should be self-motivated, be able to work effectively under pressure and be dependable with deliverables and deadlines amidst a fast-paced startup environment.

You will be involved in the implementation and ongoing management of Kong’s CPQ system.  From ongoing system design, testing, implementation, field roll out and ongoing maintenance of the quoting system. You will be involved in the maintenance of the current price books and SKUs, as well as the introduction of new SKUs and products. You will play an integral part in the formulation of the licensing metrics and then communication of those metrics to the field through enablement sessions along with technical teams on a periodic basis.

You should have a strong understanding of opportunity structure and maintenance of those opportunities as they flow through the later stages within Salesforce.  The position is also responsible for ensuring the proper non-GAAP booking metrics captured in Salesforce during the quoting process and the accuracy of booking information post-deal closing.  Opportunity management is a key responsibility of the role and helping to design those structures cross-functionally to ensure usability of all stakeholders is of the utmost importance.

In time you will also need to be able to have knowledge of various discounting structures for foreign markets. You will be able to identify key revenue red flags from bookings and revenue recognition perspectives.  

Renewal structures should be well understood and mapped out from the timing and proactive communication with the field is key.  You will also be responsible for quarter-end analysis of pricing related to but not limited to - field trends, margin analysis, competitive threats, industry benchmarking and the ability to communicate those to the management team.

About Kong: 

Kong is THE cloud-native API platform with the fastest, most adopted API gateway in the world (over 300m downloads!). As the innovation leader of cloud API technologies, Kong is on a mission to enable companies around the world to become "API-first" and securely accelerate AI adoption.  Kong helps organizations globally - from startups to Fortune 500 enterprises - unleash developer productivity, build securely and accelerate to market.

83% of web traffic today is API calls!  APIs are the connective tissue of the cloud and the underlying technology that allows software to talk and interact with one another.  Therefore, we believe that APIs act as the nervous system of the cloud.  Our audacious mission is to build the nervous system that will safely and reliably connect all of humankind!

For more information about Kong, please visit konghq.com or follow @thekonginc on Twitter. We are an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

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