Job Description :
Come join the growing Global Deal Desk team who take a lead advisory role in proposing viable deal structures for our customers while addressing the needs of internal corporate stakeholders, maximizing revenue, and helping increase the productivity of our sales teams.
Work closely with Sales, Sales Operations, Revenue Accounting, Legal, Pricing Strategy, Product Management, and Licensing & Use Verification.
This role will collaborate with the field sales organization and others to close complex, non-standard revenue deals in accordance with company policies and guidelines.
Title : Specialist, Deals Desk
Work directly with customers, field sales teams, sales leaders, services / support teams, and leadership teams provide leadership, identify customer blockers / enablers, and close issues.
Bring the various stakeholders including but not limited to Sales, Contracts, Finance, Legal, Security and Compliance to close custom deals.
Assist with complex contract negotiations and manage the approval process, including liaising with involved internal groups such as Legal, Finance, Services, etc.
Communicate effectively with various audiences ranging from clients to Sales Management to C-level leadership
Provide business or pricing analysis to prioritize and lead deal construct efforts. Optimize existing processes and develop new scalable / repeatable process.
Support revenue growth through increased sales activity serving as the strategic sales partner and trusted tactical expert in executing complex deal pricing and contractual structures
Guide and coach Sales teams in the most efficient, best-practice processes and positions to expedite deal approvals, while protecting Ivanti’s best interests.
Serve as the point of contact and subject matter expert on deal constructs, special pricing, operations, and revenue policies for addressing obstacles to deal closure and other sales escalations.
Build new / improve existing data reporting and processes. Report on monthly, quarterly and annual pipeline metrics and business forecasts inclusive of Run Rate, Opportunity and Contractual elements.
Accelerate deal cycles to close and maximize revenue by partnering with our sales reps in proposal building, pricing, quote generation and opportunity management in the effort to structure profitable and compliant transactions
Provide proactive support, guidance and creative solutions to the sales team in order to help drive new deals as well as for renewal / up-sell / cross-sell opportunities, while being aware of relevant customer information, provisioning and current billing
Maintain a holistic view of a deal during contract negotiations; drive internal stakeholder discussions and alignment on client concerns or key business issues that arise during negotiations.
5+ years of deal desk management or financial consulting or pricing strategy.
BA / BS degree or equivalent experience
3+ years of opportunity & pipeline forecasting methodology experience (SalesForce.com ideally)
3+ years of relevant experience in business analysis.
3 + years of Excel modeling, analytics, and reporting.
3+ years of experience working within the technology industry.
Knowledge and work experience in Cloud Infrastructure, Business / Deal desk experience, Capture / Proposal Management, and US and / or International customers.
Possess an in-depth comprehension of the Saas sales cycle for both subscription and non-recurring IT service and revenue models
Experience working with Reseller and Channel Partners
Highly skilled in being the primary orchestration point for deal construction and deal governance across many cross-functional segments
Excellent comprehension of software pricing models and strategies; data analysis and financial modeling skills.
Sound decision-making and strategic planning skills to recommend the best course of action for complex pricing situations
Critical thinking and change management skills within dynamic organizations
Ability to prioritize and work in high volume environment
Nice to Have
Experience in a Software as a Service (SAAS) environment
Understanding of various licensing models ELAs, term and subscription-based pricing, as well as hosted (SaaS) and Cloud models