Job Summary

This role is for a highly experienced Business Desk Deal Manager who will lead the Deal Enablement function for US Public Sector Sales Regions and accounts, providing critical support in all aspects of the deal process, including: pricing/discounting, deal structuring, operational execution and compliance and business approvals. This is a challenging position in a fast-paced environment with the opportunity to directly impact the effectiveness and success of the sales organization. 

The successful candidate will have an operational execution and cross-functional team leadership background with demonstrated experience in supporting a team-based approach, developing strategies, implementing programs, and supporting business practices to facilitate the entire Deal life cycle. 

The Business Desk Team is responsible for the process and field execution to support the deal life cycle in our geographies. The team’s objective is to deliver a comprehensive, consistent, and scalable process, with increased visibility and focus on large, complex or strategic deals to increase the probability of success while maximizing the revenue and profitability of the solutions sold and ensuring compliance with corporate policies.

The candidate must have demonstrated the ability to work with multi-organizational teams composed of individuals from Sales, Finance, Services, Legal, Operations and Product Management. They must be proactive in nature and have the strong capacity to work independently. They should exhibit an attention to detail and excellent communication and interpersonal skills. 

Job Requirements

• Must be analytical, with sound decision-making skills 
• Excellent verbal, presentation and written communication skills 
• Proficient with financial metrics used in Deal economics analysis 
• Attention to detail with the ability to understand the big picture 
• Demonstrate good judgment in solving problems as well as identifying problems in advance, and proposing solutions; skilled in issue/risk management 
• Personable, professional, solid business acumen, ability to both partner with and lead individuals from cross-functional teams and interact effectively with all levels in the organization 
• Hard-working, ambitious and resilient;  proactive, with a sense of urgency 
• Confident self-starter, able to work in an ambiguous environment where the overall process is evolving 
• Ability to prioritize and manage deal activity to meet customer and/or sales deadlines 

Key Responsibilities: 
Serve as a trusted advisor and partner to Field Sales Management on pricing, deal construction and business terms to support the sales effort in key accounts 
Serve as point for Sales and Area/Geo Deal teams by overseeing the key stages in the process: 

•    Opportunity identification/assessment: Proposal scope, key issues and assigning owners, early risk assessment, critical dates/milestones, go forward process and approval levels 
•    Deal or Contract Pricing structure: Issue resolution, risk mitigation, optimizing economics/ margin strategy, financial and legal compliance with internal processes/policies, completion of summary material 
•    Prioritization and Tracking: Deal pipeline management, weekly status calls, documenting outcomes, reporting out to Area Sales Management 
•    Review and approval: Up through the necessary organization levels based on deal economics, complexity, non-standard business terms, etc. 
•    Process Improvement: Help the North America team establish policies and best practices. Partner with Sales, Management and cross-functional groups to identify opportunities to streamline and improve the overall Business Desk and Deal Enablement processes. Support Area communication/training regarding processes, deal review triggers, etc. 

As the subject matter expert, provide guidance to Sales and cross-functional partners in all aspects of the Deal Review/Contract Pricing processes 
Be a sales advocate/partner for internal organizations to understand complex sales issues, customer and/or competitive trends

Responsibility and Interaction: 

Responsibility: 
- The tasks this individual is responsible are often unstructured and the issues addressed are less defined requiring new perspectives and creative approaches. 
- This individual will apply attained experiences and knowledge in solving problems that are complex in scope requiring in-depth evaluation. 
- Demonstrate good judgment in solving problems as well as identifying problems in advance, and proposing solutions. 

Interaction: 
- This individual must work effectively with Staff to Vice President level employees within the function, across functions and with external parties. 
- Limited supervision and direction is provided, as this individual can operate and drive results and set priorities independently. 
- The ideal candidate will be a proactive contributor and subject matter expert. 
- To be successful, this individual must demonstrate favorable results through regular leadership and influencing others.

Education

- A minimum of 12 years of experience is required. 
- A BS/BA Degree is required, MBA a plus