Deal Desk Analyst

Nozomi Networks

11h•Remote

About The Position

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity. We defend some of the world’s largest organizations and critical infrastructure in more than 68 countries and we’re just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure. Nozomi Networks is seeking a highly autonomous, strategic, and detail oriented Deal Desk Analyst to support our growing team. This role is critical to enabling effective pricing governance, non standard deal management, and approval execution, while ensuring close collaboration across Sales, Sales Operations, Finance, Legal, Channel, and Operations. This role acts as the operational backbone between Sales, Finance, Legal, Accounting, and Sales Operations to ensure deals are structured correctly, approved efficiently, documented accurately, and compliant with internal policies. The ideal candidate brings strong analytical judgment and business acumen, with the ability to influence deal strategy while maintaining policy compliance, margin discipline, and operational efficiency. If you thrive in a fast paced, high growth environment and enjoy making commercially grounded recommendations that directly impact the business, this role offers meaningful scope and visibility.

Requirements

Proven Deal Desk or Commercial Operations experience supporting large, complex enterprise deals in a tech or SaaS environment.
Strong hands‑on experience with Salesforce, particularly: Case management for deal support, Commercial Nonstandards review and Deal lifecycle tracking
Advanced experience with Salesforce CPQ (Kugamon/Kimble or equivalent) including price rules, discounts, and approvals.
Strong understanding of: Discounting structures and margin controls, Enterprise licensing and purchasing models (ELA, volume, token‑based), Commercial non‑standards within MSAs, MSLA, SOWs, EULAs
Advanced Excel skills for deal analysis, modeling, and scenario evaluation

Nice To Haves

experience leveraging Copilot/AI tools strongly preferred
Bachelor’s or Master’s degree in Finance, Accounting, Economics, or related discipline preferred.

Responsibilities

Manage Deal Desk cases for non‑standard requests, ensuring accurate intake, documentation, review, and progression through the approval lifecycle
Ensure all required commercial approvals are obtained prior to customer‑facing release (pricing, terms, exceptions).
Assist sales on securing approvals by helping them present the opportunities on Executive Deal review Calls.
Ensure deal justification, pricing rationale, approvals, and contractual deviations are clearly captured within Salesforce for audit and downstream teams.
Drive case hygiene, DD SLA adherence, and status visibility for Sales and leadership
Review and validate Salesforce CPQ quotes for discounting accuracy, compliance, and alignment with approved pricing frameworks.
Perform discounting analysis against standard price lists, margin thresholds, and approval matrices.
Identify pricing risks, margin erosion, and non‑compliant discount structures before proposals are released externally.
Support structured pricing motions such as: Enterprise & Volume Agreements (ELA / EPA), Multi‑year deals and price holds, Renewal discounts and downsell scenarios
Maintain accurate deal and case data, supporting reporting on discount trends, approval outcomes, and deal performance
Train and support sales teams on Deal Desk processes, case submission requirements, tools, and policies related to non‑standard quoting and concessions
Collaborate with cross‑functional stakeholders to align on deal strategy, clarify available options, and support informed, data‑driven decision‑making.
Support Legal by translating commercial constructs into clear, executable deal structures.
Support special projects related to pricing, governance, and Deal Desk process improvements as needed
Identify opportunities to reduce manual effort, eliminate redundant approvals, and improve cycle time.
Support documentation of best practices, approval flows, and deal support playbooks.
Contribute to automation initiatives using Salesforce capabilities and AI/LLM tools where applicable.