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About the Role
The Deal Design Manager is a high-influence, non-customer-facing strategic advisor and commercial architect for high-value enterprise software transactions. This role partners with Sales Representatives and Regional Revenue Presidents to translate complex requirements into optimized commercial packages, prioritizing Cognite's commercial drivers while securing customer commitment.
Responsibilities
- Partner as a strategic advisor to sales leaders on complex, multi-year enterprise SaaS transactions.
- Design creative commercial options, trade-offs, and alternative structures where no clear precedent exists.
- Act as the primary enabler for revenue compliance, challenging pricing model deviations and optimizing high-margin software components.
- Act as the commercial subject matter expert, participating in customer-facing discussions to explain pricing models and contract clauses.
- Lead the alignment of deal terms across Legal, Finance, Product Management, and the Executive Team.
- Guide Sales Representatives in optimizing the commercial elements of every transaction.
- Unbundle service-heavy agreements, suggesting structured software-led alternatives or partner-driven delivery models.
- Champion the optimization of commercial governance processes using GenAI tools for proposal reviews.
- Deploy, calibrate, and leverage advanced GenAI tools to conduct comprehensive 'first-pass' reviews of draft proposals.
- Convert complex pricing frameworks, margin calculators, and negotiation playbooks into self-service, reusable assets.
- Design automated GenAI prompts, CPQ templates, and structured discounting guardrails to create leverage.
- Maintain data hygiene within Salesforce (SFDC), auditing deal terms, tracking contract exceptions, and building predictable executive margin-impact models.
- Support the Sales Enablement team to establish training modules on CPQ best practices, Salesforce database hygiene, and AI-driven deal auditing.
Requirements
- Non-customer-facing position within Global Revenue Operations.
- Operates under the leadership of the VP of Deal Desk.
- Does not own sales quota or customer relationship.
- Sales Representative is the ultimate account owner.
- Operates as a Trusted Commercial Advisor.
- Partners closely with Sales Reps and Regional Revenue Presidents.
- Translates complex industrial data integration requirements into highly optimized, creative commercial packages.
- Provides expert guidance, structuring options, and trade-off analyses.
- Prioritizes and safeguards Cognite's core commercial drivers (ARR growth, Service margin, and product scalability).
- Leads the commercial design workstream.
- Shapes robust and creative deal frameworks.
- Multiplies the capabilities of the wider GTM team by establishing repeatable playbooks and mentoring the team.
- Actively support, Sales Enablement team to establish training modules on CPQ best practices, Salesforce database hygiene, and AI-driven deal auditing, raising the collective operational bar across the global revenue operations team.
Skills
- Commercial Deal Architecture
- Strategic Collaborative Navigation
- Principled Negotiation
- Margin Governance
- Cross-Functional Orchestration
- GenAI-Powered Proposal Review & Governance
- Operational Leverage & Scalability
- Revenue Ops Continuity
- Salesforce (SFDC)
- CPQ
- AI
- Generative AI
- Low-code AI agents
Location
- Phoenix
- Houston
- Oslo
- Tokyo
- Bengaluru
- Abu Dhabi
Work Type
- Full-time
Experience Level
- Senior
Benefits
- Competitive compensation
- 401(k) with employer matching
- Competitive health, dental, vision & disability coverages for employees and all dependents
- Unlimited PTO
- Paid Parental Leave Program
- Employee Referral Program
About the Company
- Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve the world’s hardest, highest-impact problems.
- With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.
- Cognite is a global leader in industrial software, driving the generative AI era across manufacturing, energy, and continuous process industries.
- Our flagship Industrial DataOps platform, Cognite Data Fusion®, breaks down complex IT/OT/ET data silos to build a unified, contextualized data foundation.
- Through our strategic partnerships with global hyperscalers and system integrators, we help the world's industrial supermajors transition from localized "lighthouse" pilots to repeatable, high-ROI autonomous workflows scaled across the entire enterprise.
- We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.
Equal Opportunity
- Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer.
- All qualified applicants will receive the same level of consideration for employment.