Deal Strategy Principal

Salary: $190K - $223.3K Location Type: Remote Employment Type: FullTime

Position Overview

Confluent is revolutionizing how data moves, enabling companies to react faster, build smarter, and deliver dynamic experiences. We are seeking a driven Deal Strategy Principal to collaborate with our Field Sales team, including Sales leadership, Regional Sales Directors (RSDs), Account Executives (AEs), and Value Engineering teams. This role is crucial for ensuring our deal structures and proposals are meticulously tailored to meet customer needs, driving both customer success and Confluent's long-term growth.

About the Role

As a Deal Strategy Principal, you will be a key partner to Confluent's sales organization. You will leverage your deep understanding of Confluent's offerings and value propositions to work effectively with Partners, the Customer Success Group (CSG), Operations, and other internal teams. Beyond deal structuring, you will act as a vital feedback loop from the field, providing insights on market trends, competitive landscapes, and customer sentiment to refine our pricing, deal structures, and value proposition. You will also play a significant role in training and educating our Field teams on best practices. This position reports to the AMER Director, Deal Strategy.

Responsibilities

• Deal Structuring: Collaborate with sales teams on non-standard deals, structuring strategic and competitive proposals that align with customer needs and long-term growth objectives.
• Value Co-creation: Partner with Value Engineering and sales teams to co-create the value proposition of Confluent’s offerings and strategize on potential deal plays during early customer engagements.
• Discovery and Qualification: Conduct in-depth discovery and qualification with account teams and customers to understand business problems and work towards mutually beneficial outcomes.
• Subject Matter Expertise: Serve as a subject matter expert in Confluent's value selling methodologies, including best practices for deal structuring, complex pricing strategies, and commercial levers.
• Stakeholder Management: Manage cross-functional stakeholder timelines and expectations during the deal structuring process for multiple concurrent deals. This may involve leading working sessions, performing analysis, and consolidating approvals for innovative, strategic deals outside standard processes.
• Process Improvement: Identify opportunities to build repeatable and scalable processes within the Deal Strategy team and in hand-offs to internal stakeholders.
• Portfolio Expertise: Continuously update expertise in Confluent's portfolio, including on-premise, cloud, and hybrid deal constructs, to provide informed advice and support.
• Field Feedback: Provide valuable feedback from the field regarding trends, competitive insights, and customer feedback to continuously refine pricing, deal structures, and the overall value proposition.
• Training and Education: Facilitate training and education to instill best practices across Field teams.

Requirements

• Bachelor’s degree with 7+ years of experience in roles such as Management Consulting, Deal Strategy, Finance, Growth, or Strategy & Operations.
• Exceptional critical thinking skills with the ability to absorb and synthesize complex concepts into logical, data-driven decisions.
• Proven experience in constructing strategic hypotheses with a deep understanding of operational implications.
• Proficiency in financial analysis and partnering on business case development, with a strong bias towards data-driven decision-making.
• Deep understanding of various software selling models (SaaS, perpetual, on-demand, consumption, etc.).
• Strong interest in Data, Enterprise Architecture, and Infrastructure.
• Knowledgeable about the Data and SaaS/Cloud industries.

Company Information

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.

It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together. One Confluent. One Team. One Data Streaming Platform.