Mgr, Deal Desk

Palo Alto Networks•Boston, MA

2d•Onsite

About The Position

The Deal Desk Manager - North America will help structure profitable and compliant transactions that address the needs of internal corporate customers and increase the effectiveness and productivity of sales teams. This role requires a team player approach, the ability to work across departments with disparate needs, and excels at problem-solving through critical analysis and continuous improvement.

Requirements

7+ years experience as Deals Desk Manager (in a tech environment, in a Finance/sales operation role) or related field
Demonstrated capability to build strong working relationships with internal business units
Ability to work independently in fast paced environment
Experience of data analysis, modeling and/or financial analysis
Intermediate/advanced Salesforce and MS Excel skills are highly recommended
Strong communication, organizational and problem-solving skills

Responsibilities

Effectively work with NAM Sales to work on Majors, Sled and Federal accounts
Provide Sr. Leadership with financial models and evaluation of deal economics, commercial terms and conditionals and operational requirements to present risk/reward profile for opportunities
Become expert on Steelbrick quoting tools, reviewing and enforcing revenue recognition compliance for all quoting
Key resource reviewing and approving all non-standard pricing requests that reach the level of executive manager
Review will include financial analysis for gross margin, revenue compliance, non standard terms requests on strategic deals including Enterprise Agreements
Partner with field sales organization to drive large deal closure, including being one-touch resource for field sales; responsible for liaising with all organizations involved in the agreement process (finance, legal, order management, etc.) on behalf of sales.
Personally services as a trusted advisor to field sales on deals
Work with cross-functional stakeholders for decision support deal solutions
Collaborate with impacted parties to generate acceptable documents to facilitate deal closure
Ensure required approvals, such as discounts and contractual terms, are obtained and clearly documented
Be a sales advocate and partner to internal organizations to understand contract requirements, structure, business terms and identification of potential risks and/or opportunities that can affect performance, growth and strategic positioning
Responsible for adherence to and compliance with policy and procedures
Evaluate current processes and offer recommendations for areas of improvement
Ensure that all transactions adhere to internal revenue recognition policies and operational guidelines
Excellent customer service, taking charge to meet deadlines by communicating with cross-functional partners through email, phone, meetings, or any other method to deliver on-time