Deal Desk Manager

Deal Desk Manager

The Deal Desk Manager must be comfortable working in a high growth, fast-paced technology organisation. This role is responsible for proactively working with the Sales and Channel & Alliances teams in all aspects of the deal cycle globally, including deal structuring, pricing strategy, quote management and approvals, margin analysis and proper discounting, co-terming, and any non-standard renewal motions. By enhancing business processes, this role will ensure the best experience possible for our customers during the deal process.

This role will interact with customers and internal stakeholders (Sales, Channel & Alliances, Finance, Legal, etc.) to ensure that value is realized for the customer and sales objectives are aligned with the growth of our business. Reporting to the Director, Deal Desk, this role will work closely to identify process gaps, add automation where appropriate, help to drive scalable solutions, and facilitate training as needed. The candidate must be able to communicate well with customers and partners, and should be focused on increasing operational efficiency with a data-driven approach.

Duties and Responsibilities

• Support the Sales and Channel & Alliances teams in the quoting process while ensuring compliance with internal policies to accelerate deal efficiency. Serve as an expert in advanced Deal Desk activities, which impact bookings attainment and deal structuring.
• Identify optimal deal attributes and needs as early in a new sales cycle as possible to reduce friction and optimize deal structure and outcomes.
• Work closely with Deal Desk leadership and the Finance team to identify areas of improvement within the existing deal review process and help build a seamless and efficient workflow. 
• Provide guidance on deal implications, risks, and potential impacts to leadership.
• Ensure data accuracy of opportunities forecasted in the pipeline.
• Collaborate with cross-functional teams, including Sales, Legal, Finance, Product, etc. to ensure seamless deal progression and alignment with business objectives.
• Provide upfront assistance in the pre-sales motion to proactively analyze proper margins in deal structure.
• Maintain agreed-upon approvals including any discounts, non-standard terms, etc. and SLAs in the quoting process to facilitate accurate order forms and purchase orders.
• Function as point of contact and subject matter expert for Sales on deal pricing matters. Act as product manager of the rep’s quoting experience in Salesforce. Assist in projects as needed, especially any system enhancements to Salesforce CPQ.  
• Work with the Sales Enablement team to provide training and documentation on successfully structuring and quoting a deal.

Qualifications

• Bachelor's degree in business, finance, or a related field.
• 6+ years’ experience in deal desk, order management and operations, or a related field, preferably within the cybersecurity industry.
• Strong understanding of SaaS business models, contract structures, and pricing strategies.
• Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely.
• A passion for problem-solving and highly organised with strong attention to detail
• Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
• Systems proficiency working with Salesforce and CPQ, Microsoft Office, Google Suite. Additional proficiency with Clari and Netsuite is a plus.

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