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.
Zelis is modernizing the healthcare financial experience by providing a connected platform that bridges the gaps and aligns interests across payers, providers, and healthcare consumers. This platform serves more than 750 payers, including the top 5 national health plans, BCBS insurers, regional health plans, TPAs and self-insured employers, and millions of healthcare providers and consumers. Zelis sees across the system to identify, optimize, and solve problems holistically with technology built by healthcare experts – driving real, measurable results for clients.
Commitment to Diversity, Equity, Inclusion, and Belonging
At Zelis, we champion diversity, equity, inclusion, and belonging in all aspects of our operations. We embrace the power of diversity and create an environment where people can bring their authentic and best selves to work. We know that a sense of belonging is key not only to your success at Zelis, but also to your ability to bring your best each day.
Equal Employment Opportunity
Zelis is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
We encourage members of traditionally underrepresented communities to apply, even if you do not believe you 100% fit the qualifications of the position, including women, LGBTQIA people, people of color, and people with disabilities.
Accessibility Support
We are dedicated to ensuring our application process is accessible to all candidates. If you are a qualified individual with a disability or a disabled veteran and require a reasonable accommodation with any part of the application and/or interview process, please email TalentAcquisition@zelis.com.
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