Renewal Deal Manager Milano

Renewal Deal Manager
Milano
Lombardia, Milano

The Deal Manager engages on high value / highly complex deals to provide Sales with deal structuring and negotiation support on non-standard, complex deal structures as well as contract review and negotiation process management to ensure company compliant booking of such deals and maximize revenue recognition.

Deal Managers are involved by Renewal Representatives, along with the Sales, Sales Operations, Business Operations, and Account Executives.

This can also include direct engagement with Revenue Recognition and Legal.

**Key Responsibilities

**PROVIDE ASSISTANCE TO RENEWALS AND SUPPORT

- Point of escalation and support for more complex deal and contractual negotiations or questions

- Support Renewals & Legal when negotiating non-standard contract terms directly with existing customers and partners (ensuring good prep prior to calls with Kofax team members)

- Agree with Legal who will own contract version updates / track changes to documents.

- Provide rationale to help avoid concessions and contractual fallback positions and workarounds to customers negotiation requests.

- Help to ensure compliance with company policies procedures and accounting rules (revenue recognition, VSOE)

- Support Renewals in obtaining all necessary approvals for the deal pack by submitting complex approval requests to Exec Management

**PROVIDE OVERSIGHT ON KEY OPPORTUNITIES

- Review higher value, enterprise-type deals

- Review PS Statements of Work (SOWs) linked to renewal transactions

- Provide status updates to CSS Operations leaders and/or Renewal leadership for assigned Key Opportunities

**OPTIMIZE ANNUAL RECURRING REVENUE (ARR)

- Provide Deal Structuring guidance in order to maximize annual recurring revenue

- Engaged to support for all Enterprise License Agreements or other flexible deal structures

**RFx (after qualification to Proceed by Renewals/Renewals Management)

Engaged as part of the core RFx team along with Renewals, Sales, Presales, PS in order to assist in reviewing RFx for risk assessment and contractual terms plus reviewing the response for compliance

**Required Skills**:

**Skills and Knowledge Required

- Knowledge in International Business Law (as applicable to the assigned territory)

- Understanding of SOX rules and regulations

- Fluent language skills in English & local language as a minimum

- Will require an understanding of the business context and rationale for our products and services as well as the business of our resellers.

- Needs to be customer-service oriented and understand the value of accuracy and reliability.

This includes internal and external communications

- Needs to work with confidence within a team environment to ensure that overall team targets are achieved.

- Good knowledge of company processes and guidelines including but not limited to: quote to cash, commercial contract guidelines, discount policies, accounting principles, product licensing rules and company best practices in general.

**_Kofax, Inc. is an Equal Opportunity Employer M/F/Disability/Vets_

Required Experience