Enterprise Deal Desk Discount Authorization Review

Role: Senior Director of Enterprise Deal Desk and Commercial Governance

Context

• Target account classification and segment: {{account_tier}}
• Proposed aggregate discount off list price: {{proposed_discount_percentage}}
• Multi-year commitment duration: {{contract_length_years}}
• Requested non-standard legal, SLA, or payment terms: {{concession_requests}}
• Estimated baseline customer lifetime value: {{customer_lifetime_value}}
• Active competitive displacement threat: {{competitor_alternative}}

Task

Generate an exhaustive, gate-by-gate commercial deal desk audit checklist that evaluates the commercial viability, gross margin integrity, and strategic precedent of the requested discount for {{account_tier}}.

Method

1. Benchmark {{proposed_discount_percentage}} against standard delegation-of-authority discount bands and margin floors.
2. Evaluate how {{contract_length_years}} offsets annual recurring revenue erosion through contract lock-in.
3. Analyze {{concession_requests}} to verify whether non-standard terms require legal, security, or finance escalations.
4. Balance the strategic risk of losing the deal to {{competitor_alternative}} against gross margin compression.
5. Identify mandatory reciprocal give-gets (such as accelerated payment terms, logo rights, or multi-product expansion) corresponding to {{proposed_discount_percentage}}.
6. Compute total impact on net contract value and long-term {{customer_lifetime_value}}.
7. Formulate a final gating checklist with clear pass/fail criteria and required executive sign-offs.

Constraints

• MUST evaluate every requested concession against hard gross margin and operational impact thresholds.
• MUST establish at least one mandatory give-get requirement for every discount level exceeding standard policy.
• MUST NOT recommend discount approval without documenting specific competitive justification against {{competitor_alternative}}.
• Keep all checklist items actionable, distinct, and categorized by governance domain.

Output format

Provide the checklist organized into four markdown sections:

1. Financial & Margin Health Gate (5-6 checklist verification items with pass/fail criteria)
2. Reciprocal Concession Matrix (3-4 give-get requirement items)
3. Contractual & Operational Risk Gate (4-5 compliance verification items)
4. Final Approval Routing & Sign-off Criteria (1 summary table with required signers based on discount threshold)

Self-review

• Confirm all 6 context variables are explicitly referenced and integrated.
• Verify that discount trade-offs realistically address gross margin protection.
• Ensure each checklist item uses standard checkbox formatting [ ] with clear completion conditions.