Deal Desk Manager

Job Description

Deal Desk ManagerSales Strategy & OperationsLocation: Bangalore, IndiaReq. Num.: 29044Hungry, Humble, Honest, with Heart.Deal Desk ManagerThe ideal candidate will be able to help manage between the Organization goals and enabling the Field to execute pricing strategies with Customers. This includes working with the Field to maximize Nutanix revenues in deal structuring, recommending varying selling models, engaging with Finance to evaluate acceptable price points and investment accounts, collaborating with Product Management to understand varying product options to meet customer needs, and understanding the entire customer ecosystem to ensure Nutanix can maximize its value and increase share in the market.You will collaborate very closely with the Field Sales Team, Sales Operations, Legal, Finance, Accounting, Cloud Economist team, and Product Management as well as other internal stakeholders to ensure that the Field Sales Teams have the support needed to execute Organizational goals.Responsibilities:

• Global Deal Solutions
  • Support our Global Sales Organization on pricing related initiatives and strategic programs.
  • Recommend pricing structures and commercial strategy, including Sales programs, based on Customers business drivers and ability to sell value.
  • Influence & manage discount improvements through competitive intelligence and developing a subject matter expertise in the Theater.
  • Provide detailed reporting to VPs and SVPs and collaborate closely with Sales Management to drive regionally focused pricing strategies.
  • Manage closely with Legal and Finance to support nonstandard commercial terms and conditions.
  • Build business cases for investment accounts to gain Executive support and remain an active player throughout the sales cycle.
  • Manage daily deal operations, pricing escalations and business risk assessments to Senior Management.
  • Ensure compliance with published sales and business approval policies and serve as an escalation point to business leaders.
  • Manage ad-hoc complex projects as required.
  • Proven ability to effectively communicate with Customers, sales persons, internal teams, and external partners & distributors.
  • Ability to execute quickly and adapt to a fast-paced, constantly changing environment.
  • Must be willing to work extended hours during end of quarters.
  • Must handle multiple big deals in flight for exec reviews at the same time.
  • Ability to lead a small team or a Project.

Preferred qualifications:

• Familiarity with working with Sales teams in a deal desk or commercial-selling function.
• Strong expertise with varying software selling models (i.e. term licenses, perpetual, SaaS, subscription, utility consumption).
• Strong and active listening skills and very good communication skills, both written and verbal.
• Works well in a team environment - has had previous experience in leading a team or project (preferred).
• Ability to be responsible, flexible, accountable, and detail-oriented with the ability to multi-task, adapt and prioritize to meet deadlines.
• Support and/or lead medium-high complexity projects or tasks required by the leadership.
• Experience meeting with Customers, as needed.
• Advanced proficiency with Excel and PowerPoint.
• Familiar to represent and articulate a complex commercial solution to an Executive Approver.

About you:

• Preferably a bachelors degree in Business or a related area of study.
• Familiar to manage ambiguity and expectations with internal stakeholders.
• Preferably 5 years of deal desk, finance, software-selling and/or sales operations experience.
• Prior experience with Salesforce and other CPQ.
• Prior experience in managing a team or projects is preferred.

Nutanix is an equal opportunity employer.Nutanix is an Equal Employment Opportunity and (in the U.S.) an Affirmative Action employer. Qualified applicants are considered for employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, protected veteran status, disability status or any other category protected by applicable law. We hire and promote individuals solely on the basis of qualifications for the job to be filled. We strive to foster an inclusive working environment that enables all our Nutants to be themselves and to do great work in a safe and welcoming environment, free of unlawful discrimination, intimidation, or harassment. As part of this commitment, we will ensure that persons with disabilities are provided reasonable accommodations. If you need a reasonable accommodation, please let us know by contacting [email protected].

Keyskills :
pricing strategies sales operations deal structuring financial analysis team leadership global sales sales programs sales management manager distributors articulate sales cycle manager sales field sales market build saas selling