Deal Desk Strategist

Illumio•Sunnyvale, CA

35d•Hybrid

About The Position

Illumio is the leader in ransomware and breach containment, redefining how organizations contain cyberattacks and enable operational resilience. Powered by the Illumio AI Security Graph, our breach containment platform identifies and contains threats across hybrid multi-cloud environments – stopping the spread of attacks before they become disasters. Recognized as a Leader in the Forrester Wave™ for Microsegmentation, Illumio enables Zero Trust, strengthening cyber resilience for the infrastructure, systems, and organizations that keep the world running. Our Team's Vision: At Illumio we believe that Deal Desk Strategist is critical to Sales success – the growth driver of every company. Our team and micro-segmentation cybersecurity business are growing quickly and we’re looking for high-energy driven people who are passionate about helping sales teams succeed. The Deal Desk Strategist is a critical partner to Sales, Finance, Legal, and Customer Success, ensuring that complex deals in the region are structured, priced, and executed with accuracy, speed, and compliance. This role combines analytical rigor, commercial strategy, and operational excellence to support Illumio’s high-growth motion across Enterprise, MSP, and Marketplace channels. You will serve as the regional subject-matter expert for quoting, pricing, discount governance, non-standard deal support, renewal strategy, and operational policy alignment. The EMEA business is a major growth pillar for Illumio, and deal complexity continues to expand across segments, marketplaces, and product portfolios. The Deal Desk Strategist ensures we transact efficiently, compliantly, and strategically — while enabling Sales to win bigger, faster, and more profitably.

Requirements

6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment
Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps.
Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking
Ability to analyze complex deal structures and provide clear guidance to Sales and leadership.
Exceptional communication skills and comfort working with distributed, cross-functional global teams.
Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies
Comfortable operating independently with high ownership, as expected in Illumio style distributed team
Ability to thrive in a fast-paced, dynamic environment
Organized and a self-starter

Nice To Haves

Experience with Marketplace transactions (AWS, Azure, GCP)
Familiarity with pricing frameworks, SKU simplification projects, and product bundling
Background supporting Enterprise customers in EMEA with region-specific commercial nuances
Experience with CPQ replacements or building custom quoting workflows (Agentforce, custom UI, etc.).

Responsibilities

Deal Strategy & Structuring:
Partner with EMEA Sales leadership on deal strategy across New, Renewal, and Expansion motions.
Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning.
Drive consistency in how Illumio Products & Services, Marketplace transactions are quoted and approved in line with other geos
Quoting & Governance:
Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools).
Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies.
Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals.
Regional Enablement:
Enable EMEA Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches.
Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations.
Cross-Functional Alignment:
Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity.
Facilitate consistent communications to EMEA Sales regarding policy updates, pricing changes, and approval processes.
Operational Excellence
Monitor deal pipeline quality, data hygiene, and forecast accuracy for EMEA.
Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems.
Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness.