Deal Strategy Analyst

As a Deal Strategy Analyst (Deal Advisor), you will act as a pivotal strategist and tactician supporting our EMEA sales organization.

You will serve as the central point of contact for sales representatives, sales leadership, legal/contracts, and finance to structure, review, and approve standard and complex commercial transactions.

In this role, you will advise sales teams on pricing strategies, margins, discounting guardrails, and non-standard terms, while ensuring operational efficiency and governance across all quotes generated in Salesforce CPQ.

About the Team

You will join a high-performing EMEA Deal Desk team distributed across the UK and mainland Europe.

The team operates as an internal center of excellence and trusted advisory partner to sales leadership, guiding deals from opportunity development to signature.

We foster a collaborative, supportive environment where autonomy, critical thinking, and creative problem-solving are valued.

Roadmap for Success

30 days:

• Complete SailPoint onboarding and gain a comprehensive understanding of company culture, internal systems, and operational processes.

• Develop foundational knowledge of SailPoint’s identity security product suite, subscription licensing models, and pricing guides.

• Shadow team members on daily quote reviews, Salesforce CPQ workflows, and approval routing.

• Establish working relationships with regional sales representatives, Legal/Contracts, and Finance partners.

60 days:

• Independently manage standard quote requests and pricing exception requests for assigned EMEA territories.

• Validate commercial terms, discounting structures, billing schedules, and partner margin requirements against established corporate guidelines.

• Partner with the Contracts team to verify non-standard legal language and terms on generated quotes.

• Assist sales reps with Salesforce CPQ tool navigation, troubleshooting quote configurations, and adhering to best practices.

90 days:

• Take full ownership of Deal Desk support for designated sales teams across EMEA (including Northern EMEA and DACH regions).

• Structure complex, multi-year subscription transactions and present non-standard approval requests to sales and finance leadership.

• Monitor opportunity stages in Salesforce to verify quote accuracy and assist with quarterly pipeline and forecast integrity.

• Conduct post-close audit reviews to verify contract records, SKUs, and support entitlements are accurately captured.

6 months:

• Act as a strategic deal advisor, proactively collaborating with Account Executives and Sales Directors on high-value negotiation strategies and commercial packaging.

• Deliver CPQ and pricing enablement sessions to onboarded sales representatives across the region.

• Identify recurring bottlenecks in the deal cycle and recommend workflow enhancements to improve turnaround times and governance.

1 year:

• Serve as a subject matter expert on EMEA commercial strategy, complex deal mechanics, and new product introduction (NPI) rollouts.

• Partner with global Deal Desk peers to refine global pricing policies, discounting thresholds, and CPQ system enhancements.

• Mentor and onboard incoming team members, contributing to team enablement resources and documentation.