Senior Deal Operations Analyst

As a Senior Deal Operations Analyst, you will assist the sales and customer success teams, within Rapid7’s proposal to cash process, by guiding them on deal structures that will maximize revenue while also addressing the complex details involved in Rapid7’s non-standard contracting process.  You will also be responsible for assisting our account teams in navigating internal systems and standard processes, ensuring deals are correctly constructed to address the intricacies of our contract process, facilitating timely deal closure.  

About the Team
The Deal Operations team performs Rapid7’s global deal desk function.  The team supports our Go-To-Customer teams by assisting with the structuring of high-value, commercial, and non-standard deals throughout the sales cycle and by helping teams navigate internal systems and processes.  Additionally, the Deal Operations team works cross-functionally to operationalize the roll out of pricing and packaging initiatives in a way that supports the growth of the business as we scale. Ultimately, the Deal Operations team forms a strong partnership with Rapid7’s account teams with the goal of removing barriers and accelerating the deal cycle.

About the Role

As a Senior Deal Operations Analyst, you will serve as a trusted advisor to both Rapid7’s account teams and the Deal Operations team on matters related to deal structure, quoting, and internal business policies.  You will advise on alternative contract options and/or value propositioning to help drive deal closure as well provide enablement around deal cycle best practices and quoting within Salesforce .

In this role, you will:

• Monitor the deal support ticket queue to provide support for complex, non-standard, and enterprise deal requests

• Partner with Rapid7’s account teams to refine requirements for complex deal structures, including upgrades and expansions, both mid subscription term and at time of renewal

• Advise sales reps on non-standard requests and escalate to senior members of the team, as needed, to ensure compliance with internal business policies and revenue recognition guidelines 

• Collaborate with impacted parties to identify acceptable options to facilitate deal closure and secure necessary internal approvals.  This will include teaming with Sales, Customer Success, Proposals, Order Management, Finance, Legal, and other Operations teams

• Utilizing Salesforce (CRM), NetSuite (ERP), and ticketing systems, assist Go-To-Customer teams by outlining the structuring of non-standard quotes that deliver customers & channel partners an excellent procurement experience while adhering to our pricing, quoting, and booking policies.  This includes the following:

  • Drafting custom billing schedule language

  • Drafting other non-standard contractual language

  • Architecting quote structures for complex non-standard deals

• Collaborate with impacted parties to provide post booking deal support by identifying solutions for common Quote to Cash issues

• Review, approve, and/or reject quotes with a high attention to detail regarding knowledge of Rapid7’s product offerings, contract language, and internal business policies

• Support new Go-To-Customer initiatives by performing User Acceptance Testing and by delivering trainings for Proposal to Cash teams and Go-To-Customer teams

• Deliver relevant training to new and existing Sales reps on Deal Operations, Booking policies, and overall proposal to order best practices

• Review Deal Operations process documentation and oversee the creation of enablement materials for Proposal to Cash teams and Go-To-Customer teams

• Assist with projects to drive automation and efficiency

The skills you’ll bring include:

• 3-5 years of experience in a deal desk, order management, sales operations, or business operations role

• BA/ BS in Business Administration, Finance, or Accounting degree from 4 year college or university or equivalent experience

• Excellent analytical skills with a high attention to detail

• Commercial acumen and a proactive approach to data analysis and insights

• Collaborative team player, who also has the ability to work independently

• Independent/flexible problem-solving skills with ability to positively cope with change

• Highly organized, customer focused, and ability to meet tight deadlines

• Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End of Quarter

• Excellent communicator and open to feedback

• Proficiency in gSuite, Salesforce, Netsuite, and/or Tableau a plus

We know that the best ideas and solutions come from multi-dimensional teams. Teams reflecting a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

About Rapid7
Rapid7 (NASDAQ: RPD) helps organizations across the globe protect what matters most so innovation can thrive in an increasingly connected world. Our comprehensive technology, services, and community-focused research simplify the complex for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, be in 10 places at once, and shut down attacks. We’re on a mission to make security solutions easier to use and access so we can bring safety and resilience to more people.

With more than 10,000 customers across 140+ countries, Rapid7 is a leader in cybersecurity that has earned numerous industry accolades and recognition for our technology and culture.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.