Principal, Strategic Customer Advisory, APAC

With Confluent, organisations can harness the full power of continuously flowing data to innovate and win in the modern digital world. We have a purpose that drives us to do better everyday – we're creating an entirely new category within data infrastructure - data streaming. This technology will allow every organisation to create experiences and use the power of data in ways that profoundly impact the way we all live. This impact is our purpose and drives us to do better every day.

One Confluent. One team. One Data Streaming Platform.

Data Connects Us.

About the Role:

As the Principal, Deal Strategy and Monetization, you will create and lead an empowered shared center of excellence, responsible for designing deal structures and driving enablement and implementation in the field. The DSM team supports field sales teams early in the cycle for strategic deals to assist with deal structure and customer negotiations, driving deal velocity and maximizing bookings and revenue. In this role you will work closely with product, finance, legal and sales on overall monetization strategies and bring feedback, patterns, and competitive intel from the field and customers back to the business to continually evolve pricing and deal structure strategy..

What You Will Do:

• Act as a subject matter expert for complex pricing strategy in APAC.
• Focus on early engagement for our most strategic deals, with the goal of meeting our customers’ needs while managing risk
• Support sales teams on the structuring of strategic deals, deal best practices and front-line negotiation of agreements
• Maintain an evolving subject matter expertise in on-prem, cloud and hybrid deal constructs
• Specialize in addressing custom deals that fall outside of current processes

What You Will Bring:

• Bachelor’s degree & 10+ years experience in deal strategy, sales, or customer negotiations
• Proven track record of improving deal velocity alongside better risk management
• Expertise in driving organizations toward greater effectiveness and efficiency
• Passion for using data to drive decision making
• Thorough understanding of all industry-standard and non-standard software selling models including SaaS, perpetual, on-demand, consumption, etc.
• Deep understanding of revenue recognition requirements
• Superior contract negotiation skills. Strong abstract thinker able to apply complex concepts across a variety of situations
• Proven project management experience; successfully leading and completing projects
• Experience working with remote sales and business partner teams
• Strong oral and written communication skills with the ability to synthesize and effectively communicate information across teams, roles, and levels
• Experience working with companies that have public cloud, hybrid cloud and on-premises deployment options

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

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