Principal, Global CPQ & Deal Process Architect

🕒 Agosto 14

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $144.000 - $181.000 / ano

⏰ Tempo Integral

🔴 Especialista

🏛️ Arquiteto

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Delinea

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2021

🔒 Cibersegurança

☁️ SaaS

🏢 Corporativo

💰 Private Equity Round em 2021-03

Cybersecurity • SaaS • Enterprise

A Delinea é uma empresa de cibersegurança que oferece software de gerenciamento de acesso privilegiado (PAM) e segurança de identidades. A Delinea Platform (desenvolvida com Iris AI) descobre e inventaria continuamente identidades humanas, de máquinas e de IA em ambientes de cloud, on-premises, híbridos e SaaS; armazena credenciais em cofres, realiza sua rotação e governança; aplica acesso just-in-time e Zero Standing Privilege; realiza análises de postura e ameaças de identidade; e oferece autorização de runtime e auditoria em tempo real, baseadas em políticas, para acessos privilegiados e agentes de IA.

Descrição

• Own the end-to-end health, performance, and roadmap of Delinea’s global Quoting/CPQ process from quote creation through deal approval and booking • Define and prioritize the CPQ/deal approval roadmap based on business impact, friction reduction, and AE experience • Own the quoting and deal approval tooling roadmap, including vendor and capability evaluation within Salesforce ARM • Establish and track process health metrics and report on performance • Identify AE and end-user friction points through interviews, journey mapping, usage analysis, and data analysis • Design and implement AI-enhanced improvements, including agentic automation, intelligent approval routing, and guided selling • Lead the GTM/RevOps side of Delinea’s Salesforce ARM implementation from design and configuration through rollout and adoption • Partner with Salesforce and Business Systems on implementation scope, architecture, and Steelbrick-to-ARM migration • Manage the expected approximately nine-month coexistence period during which Steelbrick and ARM run in parallel • Define success criteria, manage timeline and risk, and drive ARM adoption across Sales, Deal Desk, and Pricing • Ensure Steelbrick CPQ continues to run smoothly and support deal flow until ARM is fully rolled out • Own and evolve deal approval workflows for discounting, non-standard terms, and legal/finance approvals • Partner with Deal Desk and Finance to align approval logic with pricing strategy, deal guardrails, and compliance requirements • Translate pricing and packaging changes into CPQ configuration and rules with Pricing Strategy • Streamline exception handling and non-standard deal structures with Deal Desk • Partner with Business Systems/IT on architecture, integrations, and the broader RevOps technical roadmap • Gather Field feedback, drive adoption, and communicate process changes • Operate independently as the global subject-matter expert and single-threaded owner for Quoting/CPQ • Bring external best practices and emerging AI/CPQ innovations to modernize Delinea’s quoting process

🎯 Requisitos

• 8+ years of experience in Revenue Operations, Sales Operations, or Business Systems, with deep, hands-on expertise in CPQ and deal approval processes • Deep, hands-on expertise with Salesforce Agentic Revenue Management (ARM) strongly preferred • Working knowledge of Salesforce Steelbrick CPQ, including configuration, pricing rules, and approval flows, is a nice-to-have • Proven experience serving as project lead on a CPQ or major RevOps systems implementation • Experience with Salesforce ARM or comparable AI/agentic capabilities is ideal • Strong track record of vendor evaluation and selection for RevOps tooling • Ability to translate AE pain points into scalable process and system improvements • Experience partnering with Pricing, Deal Desk, Business Systems, Legal/Finance, and Sales leadership • Highly independent, self-directed operating style with comfort owning ambiguous, high-visibility mandates with minimal oversight • Bachelor’s degree required; advanced degree is a plus • Successful completion of a comprehensive criminal background check upon conditional offer • Verification of education and employment upon conditional offer • Publicly posted social media sites may be reviewed during the hiring process

🏖️ Benefícios

• Meaningful work • Culture of innovation • Great career progression • Competitive salaries • Meaningful bonus program • Healthcare insurance • Pension/retirement matching • Comprehensive life insurance • Employee assistance program • Time off plans • Paid company holidays