Business Desk Deal Manager

NetApp, Inc.•Waltham, MA

4d•Onsite

About The Position

This role is for a highly experienced Business Desk Deal Manager who will lead the Deal Enablement function for North America 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 efficacy 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, maximize the revenue and profitability of the solutions sold, and ensure 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 and have a strong capacity to work independently. They should exhibit attention to detail, excellent communication, and interpersonal skills. You will 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. You will serve as a point for Sales and Area/Geo Deal teams by overseeing the key stages in the process. As the subject matter expert, guide sales and cross-functional partners in all aspects of the Deal Review/Contract Pricing processes. You will be a sales advocate/partner for internal organizations to understand complex sales issues, customer, and/or competitive trends.

Requirements

Minimum of 5 years of related experience.
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.
Demonstrated experience in supporting a team-based approach, developing strategies, implementing programs, and supporting business practices to facilitate the entire Deal life cycle.
Demonstrated ability to work with multi-organizational teams composed of individuals from Sales, Finance, Services, Legal, Operations, and Product Management.
Proactive and strong capacity to work independently.

Nice To Haves

A BS/BA Degree is preferred

Responsibilities

Lead the Deal Enablement function for North America Sales teams and accounts.
Provide critical support in all aspects of the deal process, including: deal structuring, pricing/discounting, and business approvals.
Deliver a comprehensive, consistent, and scalable process, with increased visibility and focus on large, complex, or strategic deals.
Increase the probability of success, maximize the revenue and profitability of the solutions sold, and ensure compliance with corporate policies.
Work with multi-organizational teams composed of individuals from Sales, Finance, Services, Legal, Operations, and Product Management.
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 a 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.
Help the North America team establish policies and best practices for Process Improvement.
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.
Guide sales and cross-functional partners in all aspects of the Deal Review/Contract Pricing processes as the subject matter expert.
Be a sales advocate/partner for internal organizations to understand complex sales issues, customer, and/or competitive trends.