About the role
About the job
Navan is seeking a Sr. Analyst of Deal Strategy to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process and various internal operational projects.
What You’ll Do
- Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our sales teams
- Partner 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
- Support metrics and processes to improve business visibility and consistency of practices across geographies
- Overseeing deal financials, pricing, business risk, and revenue recognition implication
What We’re Looking For
- Business degree and/or JD
- 3+ years of software industry experience, (Deal Desk, Finance, Sales Operations experience preferred)
- Customer facing experience preferred
- 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
- 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, with the ability to interact regularly with senior management
- Proficient knowledge of Salesforce, CPQ
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
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