Title:  Business Desk Deal Manager

Job Summary

This role is for a highly experienced Business Desk Deal Manager who will lead the Deal Enablement function for EMEA Sales teams and accounts, providing critical support in all aspects of the deal process, including: deal structuring, pricing/discounting 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.

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 account.
• 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 
• 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

Job Requirements

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. 

• Must be analytical, with sound decision-making skills 
• Excellent verbal, presentation and written communication skills 
• Proficient with financial metrics used in Deal economics analysis 
• Fluent in German & English language