Location: London (Hybrid 1 or 2 days per week in our London WeWork office if/when needed)

As a Commercial Strategic Advisor, you will serve as a strategic business partner to internal teams focused on management of deals through the deal review process to ensure accuracy, business, operational and SLA compliance, as well as optimal deal structure and pricing response . You will be a subject matter expert in enterprise infrastructure software deals, including both subscription and consumption models and commercial aspects related to the cloud database market providing pricing, quoting, competitive intelligence, and deal structuring advice to solve customer problems and support profitable growth. You will be a key strategic business partner to the entire field team. This role will also need to understand the financial outcomes of deals and the linkage to the overall financial targets and KPI’s of Couchbase. Cross-functional ability will be important as this role is at the intersection of numerous functions. Your ability to communicate with sales reps all the way up to our most senior executives will be an important skill required for this role. You must be an initiative-taking self-starter who thrives in a fast-paced environment. This role reports to the Director, Commercial Strategy based in the UK. 

Responsibilities:

• Deep understanding of cloud-based software & services delivery (i.e., Software-as-a-Service and Platform-as-a-Service SaaS) including pricing, consumption models, and the impact of usage patterns on total cost of ownership (TCO).
• Ability to drive deal consistency throughout the company.
• Articulation of the financial outcome of deals and how this aligns with the company strategy.
• Provide expert guidance to Enterprise Field Sales in the areas of deal structuring, pricing, contract management, and quote creation based on customer requirements.
• Working with Legal throughout the contract process, providing suggestions and assistance to ensure proper processing, including but not limited to contract red line review and negotiations.
• Effectively resolving and championing questions arising between internal processes and customer needs.
• Create total cost of ownership (TCO) models to illustrate the quantitative and qualitative customer benefits of Couchbase’s DBaaS solutions.
• Model competitive price comparisons based on workload sizing and usage patterns.
• Create and develop relationships across the company to address internal & external questions and concerns

Qualifications:

• BA/BS in Business Administration, Finance, Statistics, Economics or equivalent. 4-6 years of experience working in Enterprise software / SaaS industry (Deal Desk or Pricing Management)
• Deep understanding of cloud-based software & services delivery (i.e. Software-as-a-Service and Platform-as-a-Service SaaS) including pricing, consumption models, and the impact of usage patterns on total cost of ownership (TCO)
• Experience using Salesforce CPQ Lightning
• Self-starter with a strong sense of ownership and a demonstrated ability to work cross-functionally with a distributed team across multiple time zones in a remote capacity
• Ability to simply communicate complex ideas and issues to various stakeholders and seniority levels