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The Senior Analyst will be a key member of the Global Deal Strategy & Deal Operations team. Reporting to the Director of Global Deal Operations, they will own design, management, and progression of all analytics, metrics, and KPIs related to measuring our non-standard deals and processes (with collaboration from other team members and x-functional partners). You will support all of the team’s key data deliverables like discount benchmarking, forecasts, SLA performance, deal life cycle, expansion/renewals and ad hoc analysis of the business. You will also serve as a key business partner for both deal strategy & deal operations, as well as all teams coordinating with us, such as Product Ops, Sale Ops, RevAccounting, and Sales Enablement. You will promote data driven analytics + decision making in support of our growth objectives. In this role, you will facilitate the analysis of all non-standard and complex deals, and help identify paths to deepening the team’s capacity, velocity, and process efficiency. The Deal Desk’s overarching goal is identifying structural solutions/exceptions that limit risk while ensuring a competitive advantage to our sales teams.From day one, this role and their work will have high visibility and impact to the senior management at Rubrik.What you’ll be doing:
Define, maintain, and help visualize our core dataset, including non-standard deal volumes, Metrics, KPI’s, and Revenue, including:
Deal Velocity Metrics: Track non-standard deal lifecycle in alignment with the sales pipeline, including lead-to-close time, conversion rates, key stages, quote version and deal cycle time against functional SLAs
Deal Size Metrics: Analyze average deal size, deal distribution, and trends.
Deal Compliance Metrics: Monitor adherence to pricing guidelines, discount thresholds, exceptions (e.g., price holds, custom terms, etc)
Win Rate Metrics: Evaluate the percentage of deals won versus lost.
Create monthly reporting for distribution to Senior Management, including dashboards in SFDC and/or Tableau, and ad hoc reporting/ analysis for senior management to inspect issues & improve business and financial performance.
Analyze quarter-to-date results to assess risks of achieving quarterly KPI targets (e.g., ARR, Churn, Renewal Rate, etc.)
Analyze pricing, discounting & exception trends and institutionalizing benchmark standards by product, deal size, and industry.
Act as the team’s analytical ‘Subject Matter Expert’ to provide data-driven & contextualized insights around Go-To-Market strategies, policy, system design, and HC capacity
Data Collection & Synthesis: Gather relevant data from CRM systems and financial tools and identify gaps/controls needed to foster holistic decision-making
Benchmarking: Compare metrics against industry standards or internal targets.
Experience you’ll need:
5+ years of experience with Sales Ops, Channel Operations, Deal Desk, or Sales
Experience with a tiered sales channel, go to market strategy, and navigating a high volume / multi transactional environment with high degree of change management
Familiarity with financial or revenue recognition principles and contracting guidelines
Experience with Tableau, SFDC, CPQ and other financial tools.
Strong communicator (written/verbal) and ability to present & simplify complex topics
Demonstrated abilities to prioritize and manage multiple assignments with efficiency and accuracy
Experience building & maintaining metrics/reporting workstreams
It is helpful, but not required to have
Experience with Workday, Coupa, Adaptive Insights, NetSuite
Strong modeling experience for Sales/Renewal Business Planning
Proficient in SQL / Python and having experience interacting with Databases to extract and manipulate large amounts of data is a plus
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Our Company: Build a diverse company that provides equitable access to growth and success for all employees globally.
Our Culture: Create an inclusive environment where authenticity thrives and people of all backgrounds feel like they belong.
Our Communities: Expand our commitment to diversity, equity, & inclusion within and beyond our company walls to invest in future generations of underrepresented talent and bring innovation to our clients.
Equal Opportunity Employer/Veterans/DisabledRubrik is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at hr@rubrik.com if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.EEO IS THE LAW (https://www.dol.gov/sites/dolgov/files/ofccp/regs/compliance/posters/pdf/eeopost.pdf)EEO IS THE LAW - POSTER SUPPLEMENTPAY TRANSPARENCY NONDISCRIMINATION PROVISION (https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transpEnglishunformattedESQA508c.pdf)NOTIFICATION OF EMPLOYEE RIGHTS UNDER FEDERAL LABOR LAWS
