Senior Manager of Deal Desk

Senior Manager of Deal Desk


Summary

The Senior Manager of Deal Desk is a key role in the Sales Operations team that is responsible for deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability and deal quality. This leader manages the team that engages with Sales team members who provide guidance on deal structure, pricing and commercial terms, and ensuring alignment with Workiva business objectives. This role directly and indirectly impacts achievement of overall revenue targets by partnering with internal cross-functional stakeholders to creatively address our customers’ challenges and empower our customers to rapidly grow through innovative solutions.

Responsibilities

Deal Strategy and Deal Structure

  • Handles large and complex deals and escalations for strategic commercial discussions with Sales, and Commercial Strategy in the development of direct, partner and government deals by thoughtfully balancing the “art of the possible” with the desired business objective
  • Coaches team members in building a competitive, value-based commercial deal structure that maximizes the value of the opportunity
  • Guides internal teams in utilizing standard deal structures when possible, but also able to navigate revenue recognition and legal concerns when crafting nonstandard deals; works with Accounting and Legal when needed
Internal Alignment and Expectation Management

  • Manages escalations by partnering with Sales leadership to obtain buy-in including briefing senior management and managing internal stakeholder expectations
  • Inspires and influences internal stakeholders, approvers, and senior management to remove obstacles in order to achieve desired business outcomes with short turnaround times
  • Facilitates alignment through effective communication within internal stakeholders and promptly resolves any conflict to encourage productive and positive interactions
  • Manage sales support tickets, handle escalated concerns and follow up to ensure a positive resolution
  • Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
Leadership and Mentorship

  • Trains, mentors, and coaches internal teams on best practices in pricing analysis, commercial terms and internal objection handling
  • Advocate and escalation point for the Deal Desk and help build and improve the brand of the team
  • Supports team by ensuring alignment across Commercial Strategy, Legal, Accounting, and other stakeholders for complex pricing adjustments and nonstandard commercial terms
  • Inspires and influences internal stakeholders and approvers to remove obstacles in order to achieve desired business outcomes with short turnaround times
  • Recruits, coaches, manages, evaluates, and develops a team of direct reports that lead deal formation
  • Set the standards, demonstrate the standards and hold the team accountable for excellence
Forecast Management

  • Partners with Sales/SalesOps leadership, Value Management, Commercial Strategy, and Legal to prioritize key deals and ensure deal closure

What You’ll Need

Education
  • Undergraduate Degree or equivalent combination of education and experience in a related field.
Skills

  • Strong listening, written, and verbal communication skills with ability to synthesize and effectively articulate concepts to cross-functional stakeholders at all levels
  • Clear business focus and proven track record in deal structuring
  • Ability to remain courteous and professional even during high-stress end-of-quarter deal negotiations
  • Strong organizational and time management skills with ability to work autonomously, set priorities, meet deadlines, and manage multiple projects in a fast-paced, changing environment while exercising sound business judgment and with minimal supervision
  • Can quickly identify gaps, problem solve, and then find creative and sustainable solutions
  • Dedicated to excellent customer service while managing multiple priorities with short turnaround times
  • Ability to be open and honest in communications with all stakeholders – customers and internal stakeholders including but not limited to Sales, Value Management, and Commercial Strategy, Legal, Accounting, and executive management
Experience

  • 8+ years deal management, pricing strategy, and/or value-oriented negotiation roles including people management
  • Experience in structuring deals within a value-based sales process and building a commercial model to support the business case
  • Experience in reviewing redlines, drafting non standard commercial terms, and redlining customer paper as related to Master Agreements and Sales Orders
  • Advanced skills in Microsoft Word, Microsoft Excel, Google Docs, and/or Google Sheets
  • Experience supporting remote and local Enterprise SaaS sales teams
  • Experience with both direct B2B sales models and tiered channel partnership models
  • Experience working with remote cross-functional teams such as Legal, Finance, Product
  • Working knowledge of ASC 606 Revenue Accounting guidelines
  • Salesforce CRM, Salesforce CPQ, and CLM experience preferred

Read More Here

Skills

Posted on

May 18, 2022