WHAT IS BOX?
Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.
By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.
WHY BOX NEEDS YOU
This is a highly visible position that requires extensive interaction with senior executives and staff members across sales, marketing, product management, finance, support, legal, and professional services. Success in this role will require establishing a close relationship with key members of these groups, building on collaboration and business thinking skills to assess requests and find solutions that meet stakeholder needs. A successful candidate will have demonstrated the ability to work together proactively and effectively with all organizational levels within a fast-moving high-technology company, particularly interfacing between sales teams and internal cross-functional stakeholders. This role will also play a critical part in helping developing and deploying a comprehensive sales onboarding and ongoing training & development strategy for sales organization.
WHAT YOU'LL DO
- Provide business, pricing, product knowledge, and analytical support to sales for large, complex, non-standard transactions
- Streamline and automate the process for non-standard deal approvals. (e.g. thresholds and rules, approver roles and responsibilities, approval routing and workflow design, automated exception alerting and communications, and the creation of a hierarchy of special terms, tips/techniques and recommended workarounds.)
- Foster and maintain strong working relationships with critical business partners (e.g. Revenue Recognition, Legal, Finance, etc.) expedite the review and approval process.
- Identify potential training issues and coordinate with internal teams to develop and deliver sales enablement tools (e.g., Product and Pricing FAQ’s, Sales Approval templates, etc.).
- Proven leadership skills to continually streamline and improve practices, including tools, templates, and processes, to support and efficient and effective deal desk.
- Design and develop the strategy for onboarding, educating, and enabling our account executives.
- Participate in the integration planning and execution process for new lines of business (e.g., Platform, Channel).
- Develop operational readiness plans and assess quoting readiness. Oversee tool enhancement activities, drive testing plans, and deliver functional tools to the deal desk teams.
- Work with deal support teams (e.g., Legal, Revenue Recognition, Finance, etc.) to address complex pricing/commercial terms and provide options to enable sales to address and overcome customer objections while maximizing revenue/bookings.
- Engage with designated sales teams to provide pricing and deal structuring guidance
- Function in sales advisory capacity to coach sales on objection handling techniques, contractual options, and standard business terms.
- Function as a sales advocate to liaise with Legal and Finance business partners to address/resolve sales impediments.
- Facilitate the sales approval and/or “standardized” contract document generation processes. Ensure compliance with published sales and business approval policies.
WHO YOU ARE
We are an AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10X your impact at Box.
- 3-5 years of experience in Deal Desk role for a Software company.
- 7–10 years of experience in pricing, commercial strategy, or revenue management, ideally within technology, financial services, or consulting.
- Collaborate with Finance, Legal and Operations departments to optimize contract terms and close deals
- Proven ability to develop and implement customer- and value-focused pricing models..
- Self-starter, highly analytical, with sound decision-making skills.
- Strong communication and interpersonal skills; must be able to foster & maintain strong partnering relationships with sales and internal departments.
- Excellent verbal and written communication skills both in Japanese and English.
- 4‐Year University Degree is preferable.
Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.
At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing workforce that reflects the world we live in.** **If you are head-over-heels about this role but unsure if you meet all the requirements, we encourage you to apply!
EQUAL OPPORTUNIT
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and independence of people with disabilities and is committed to giving them the same opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.
Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation and beyond.
For details on how we protect your information when you apply, please see our Personnel Privacy Notice.