Senior Deal Strategy Manager

Software AG helps companies to manage and optimize their operations, infrastructure and technology with products that simplify complexity, increase transparency and prepare organizations for change.

Trusted by the world's best brands for more than 50 years, Software AG's AI-enabled process intelligence, application development, high-performance database, and strategic portfolio management solutions are used by banks, retailers, manufacturers, governments and more.

Software AG's Adabas database & Natural development platform are used by the world's leading organizations to build and deploy high-performance, mission-critical applications for IBM Z, Linux and cloud. Governments and businesses (in finance, manufacturing, retail and more) tailor these applications to give their organization a distinct competitive advantage and optimize them to meet the most demanding operational service level agreements. With a pledge to innovate Adabas & Natural to 2050 and beyond, we ensure our customer's mission-critical Adabas & Natural applications are Future ready. Now.

Be you, join us.

Position Purpose:

Software AG's Deal Strategy is a critical function that supports the Sales organization across the entire sales transaction lifecycle-from customer history research to pricing and quoting through contract execution (Quote to Close) to forecasting.

The Senior Deal Strategy Manager serves as a trusted advisor and strategic business partner to the Sales organization and the regional Commercial Director. Recognized as a subject-matter expert, this role works closely with Sales on complex, high-value transactions to structure and optimize deals that deliver maximum value for both the customer and Software AG. The role ensures all Quote to Close activities are executed with the highest levels of efficiency, accuracy, and compliance with company policies, procedures, and processes.

In partnership with the regional Commercial Director, the Senior Deal Strategy Manager is responsible for maintaining the integrity and accuracy of Salesforce data related to sales transactions. This includes monitoring sales inputs, identifying data quality issues, and collaborating with Sales to resolve inconsistencies and ensure reliable reporting and forecasting.

The Senior Deal Strategy Manager also plays a key role in driving continuous process improvement, working closely with the Director of Business and Commercial Operations to enhance and optimize core commercial and operational processes.

This role requires deep expertise in Software AG's software licensing models, pricing and discount structures, and revenue recognition requirements, as well as strong financial, legal, and technical acumen. A comprehensive understanding of customer history and deal context is essential to effectively support strategic decision-making and successful deal execution.

Essential Job Functions

• Ensure sales transactions comply with all applicable company policies, procedures, processes, and external requirements (e.g., government or regulatory specifications).
• Own and oversee the regional sales contract approval process in accordance with established policies and procedures, providing guidance and expertise to Sales.
• Advise and support Sales on product configurations, pricing proposals, contractual documentation, existing customer agreements, and revenue recognition considerations.
• Draft, review, and administer all documentation required to support sales transactions and their associated approval processes.
• Serve as first-line support to Sales on contractual and revenue recognition matters related to sales transactions, acting as the primary liaison with Finance and Legal as needed.
• Provide expert interpretation and analysis of existing customer contractual agreements to support deal structuring and execution.
• Collaborate with cross-functional internal stakeholders involved in the execution and closure of sales transactions, including Commercial Directors, Finance, Technology Alliances, Partner Management, Product Management, and HQ functions.
• Negotiate with internal and external stakeholders at various organizational levels on contractual and business-related matters, as required.
• Partner with regional Commercial Director(s) to review and monitor quarterly sales forecasts, ensuring accuracy.
• Contribute input and feedback to the ongoing review and enhancement of company policies, procedures, and processes to drive continuous improvement
• Uphold fiduciary responsibility to Software AG by ensuring sound commercial judgment and risk management in all transactions.
• Perform other duties as assigned in support of the Deal Desk / Business Operations functions.

Skills and Experience

• 7+ years' experience in a Sales, Contract and Deal Desk environment.
• Experience and strong understanding of software licensing models, pricing strategies, discount frameworks, and revenue recognition principles.
• Experience structuring complex, high-value sales transactions that balance customer needs, revenue objectives, and risk management.
• Strong analytical capability to assess deal economics, identify risks, and recommend optimal solutions for complex scenarios.
• Proficient in interpreting, reviewing, and advising on contractual terms, including customer agreements, amendments, and compliance requirements.
• Experience supporting multiple business models, including subscription-based and usage- or consumption-based revenue.
• Experience managing CRM data quality, ensuring accuracy of deal inputs and forecasting data
• Good knowledge of Software AG products or other similar portfolio.
• Strong PC skills with Microsoft Office products and knowledge of Salesforce application.
• Strong problem-solving skills. Clear and confident communicator. Skilled at managing expectations and navigating competing priorities. Ability to work under pressure, meet deadlines and able to work independently. Good presentation skills and ability and confidence to interact with both internal and external customers.

Education

• University Degree preferable, equivalent training or previous experience.

Key Competencies

• Team Work, Commercial Awareness, Communication, Influencing / Coaching Others, Customer Orientation, Thoroughness, Self-Confidence, Flexibility.

What's in it for you?

Benefits

• Company paid Holidays, Sick Leave, and Vacation time.
• Paid Family Leave and other leaves of absence.
• Community Service Day.
• Medical, Dental, Vision, FSA/HSA, Life Insurance and Pet Insurance.
• 401(k) Plan with up to 5% employer match.
• Wellness Program.
• Set yourself up for success in your new role by upgrading your home office space using your one-time hybrid work payment.
• Lean on the Employee Assistance Program for support during some of life's most common but difficult challenges.

At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.

We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.

At Software AG we are committed to providing an environment of mutual respect and fairness where equal employment opportunities are available to all applicants and employees without regard to race, colour, religion, gender, pregnancy, national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, and any other characteristic protected by applicable law.

We believe that diversity, equity, and inclusion is critical to our success as a global company, and we seek to recruit, compensate, develop, promote, and retain the most talented people from a diverse candidate pool.