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About the role
- Revenue Operations Manager optimizing Mimecast’s cybersecurity product contracts, pricing, bundling, and licensing. Improving Salesforce CPQ, ARR reporting, migrations, and cross-functional revenue processes.
Responsibilities
- Support the operationalization of product and plan contracting and bundling, focusing on customer value, simplicity, transparency, and accurate reporting
- Streamline licensing for new customers, migrations, expansions, and amendments in Mimecast's systems
- Gather and relay field and customer feedback between Revenue Operations and Product to help shape bundling strategy
- Simplify quotes and contracts through standardized structures and outputs communicating unit measures, duration, value, and key terms
- Support updated pricing and billing models, including consumption-based models for MSPs, standard resellers, and direct customers
- Partner with Product, Deal Desk, Legal, Finance, and Sales Operations to refine contract and bundle structures, execute and monitor promotions, and scale processes
- Coordinate contracting, licensing, and quoting readiness for new and acquired product introductions with Product and Product Marketing
- Work with IT, Finance, and GTM Business Systems to align quoting processes with reporting, accurately represent ARR and other measures, and automate pricing plays and quote outputs
- Maintain licensing and renewal playbooks and guide licensing teams on common deal types
- Develop product and plan migration mechanisms, including quote generation for new bundles and End of Life and End of Sale considerations
- Represent Revenue Operations in cross-functional contracting and licensing discussions; communicate progress, risks, and open items to stakeholders
- Report to the Senior Director, Revenue Operations
- Help execute the roadmap for MSP modernization, new product introductions, and systems and process changes supporting new pricing and billing models
Requirements
- Experience executing process improvements and collaborating with cross-functional partners
- Solid understanding of Salesforce.com, including CPQ and opportunity and quote objects, and how contract structure affects ARR and reporting accuracy
- Ability to build working relationships across Sales, Finance, Product, Product Marketing, Legal, and IT/Business Systems
- Strong analytical and process-design skills, with attention to detail in complex contract and licensing structures
- Experience working independently on Deal Desk, Sales or Revenue Operations, contracts, or GTM Business Systems work in a SaaS or subscription-based business
- Experience with RCA or NetSuite ERP is a plus
- Exposure to channel and MSP business models, including portal-based quote-to-order processes, is a plus
- Experience supporting product launches, pricing model changes, or platform migrations is a plus
- Successful completion of applicable background checks, conducted in accordance with local law
Benefits
- Benefits
- Potential eligibility for incentive plans
- Additional benefits in accordance with company policy and local regulations
- Equal Opportunity and Affirmative Action Employer
- Applicable background checks conducted in accordance with local law
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