International Deal Desk Guide

DEAL STRUCTURE

Regional Deal Guidelines

INTERNATIONAL DEAL STRUCTURE

PRICING AUTHORITY:
Regional discount authority: _____%
HQ approval threshold: $______
Non-standard terms: HQ approval

PAYMENT TERMS:
Standard: Net-30
Enterprise: Net-45 (approval)
Public sector: Net-60+ (approval)
Region-specific: As documented

CURRENCY:
☐ Bill in contract currency
☐ Lock rate at signing
☐ Rate validity period
☐ Re-quote process

CONTRACT TEMPLATES:
☐ Global template (US law)
☐ EU template (local law)
☐ APAC template (variable)
☐ Custom: HQ approval

Regional Authority Matrix

Region	Discount	Term	Non-Standard	Currency
Americas	25%	Net-30	HQ	USD
EMEA	25%	Net-30	Regional	EUR/GBP
APAC	20%	Net-30	Regional	Local/USD

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APPROVAL PROCESS

Deal Approval Workflow

INTERNATIONAL DEAL APPROVAL

REGIONAL APPROVAL:
☐ Within discount authority
☐ Standard payment terms
☐ Regional contract template
☐ Standard revenue recognition

HQ APPROVAL REQUIRED:
☐ Above regional discount
☐ Non-standard terms
☐ Multi-year prepay
☐ Revenue recognition issues
☐ Strategic or named accounts

LEGAL REVIEW REQUIRED:
☐ Contract modifications
☐ Liability changes
☐ Data requirements
☐ Industry-specific terms

APPROVAL SLA:
Regional: 24 hours
HQ finance: 48 hours
Legal: 72 hours

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CONTRACT MANAGEMENT

International Contract Process

CONTRACT MANAGEMENT

REGIONAL TEMPLATES:
☐ US (Delaware law)
☐ UK (English law)
☐ Germany (German law)
☐ Japan (Japanese law)
☐ Australia (Australian law)

LANGUAGE REQUIREMENTS:
☐ English preferred
☐ Local language if required
☐ Dual language option
☐ Translation costs

SIGNATURE REQUIREMENTS:
☐ Electronic (global)
☐ Wet signature (some regions)
☐ Company seal (Japan, China)
☐ Witness requirements

CLOSING CHECKLIST:
☐ Contract signed
☐ Payment confirmed
☐ Commission calculated
☐ CRM updated
☐ Handoff complete

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OPERATIONS

International Revenue Operations

INTERNATIONAL DEAL OPERATIONS

CURRENCY HANDLING:
☐ Invoice currency = contract currency
☐ FX rate at close
☐ Variance tracking
☐ Revenue impact

COMMISSION CALCULATION:
☐ Calculate in contract currency
☐ Convert at close rate
☐ Track FX impact
☐ Payment currency

REVENUE RECOGNITION:
☐ ASC 606 compliance
☐ Multi-element consideration
☐ Contract modifications
☐ Regional revenue booking

REPORTING:
☐ Local currency view
☐ USD consolidated view
☐ FX variance analysis
☐ Regional performance

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Quick Reference: Which Resource for Which Challenge

Challenge	Recommended Resources
"Planning international expansion"	#383, #384
"Entering EMEA"	#386, #389
"Entering APAC"	#387
"Entering LATAM"	#388
"International pricing"	#389
"Building international team"	#391, #394
"Localization needs"	#392
"Partner strategy abroad"	#393

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Every resource built to the Human Standard. Every resource designed to expand revenue globally.