Principal, Global CPQ & Deal Process Architect

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Climb Channel Solutions NA

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1982

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

Climb Channel Solutions NA is an IT distribution company focused on providing leading and innovative technology solutions. They support technology resellers by offering expertise in areas such as virtualization, cloud, data management, and cybersecurity, thereby enhancing their partners' success. Climb is dedicated to transforming IT distribution with exceptional service and an extensive vendor marketplace to facilitate business growth for its partners across various sectors, including public and private markets.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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