BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
The Role
The Deals Desk Director is responsible for the operational efficiency of revenue across a rapidly growing global organization. Functions in scope for this position include the management of business processes from quote to order, complex deal review and negotiations, reporting and analytics, and Salesforce CPQ. The role will report to the Senior Director Strategic Pricing & Deals Desk and will be the subject matter expert in managing a high-growth SaaS business with direct and channel buyers utilizing advanced systems and pricing applications knowledge of Salesforce.com. In this role, you will communicate company strategy, vision, and actionable plans to the Deals Desk team and build trust within the GTM organization through efficient processes and deal review and negotiations. Working closely with senior leaders and operating managers you will synthesize learnings from multiple sources and complex analysis to develop fact-based, actionable recommendations supported by thought leadership and best practices.
What You’ll Do
- Manage business processes and operations for the quote-to-order process
- Streamline workflow approvals and operations creating velocity in the sales cycle
- Understand and develop processes for Salesforce CPQ
- Implement business process to improve pricing operations; including close coordination with sales operations to manage SFDC UX and customer buying journey
- Provide efficient, calculated, and focused support to the GTM organization, progress deals through roadblocks quickly and efficiently
- Lead a team who works collaboratively with the global sales organization to structure deals and coordinate necessary internal approvals
- Advanced Deals Desk in Identification, triage, and support of strategic deals
- Serve as escalation for complex deal approvals
- Develop and implement processes and tools to coordinate the flow of information across multiple groups, such as Sales, Services, Legal, Revenue Accounting, Operations, and IT to facilitate the deal process
- Lead a team of quoting specialists that support the sales organization in producing customer quotes
- Quote price trending, discounting, and ASP metric reporting and analysis
- Provide data for board reporting
- Design and Implement KPIs to measure the success of Deal Desk including developing dashboards and reports
- Evolve policies to align with GTM strategy and current levels of operational
What You’ll Bring
- 10+ years of progressive experience building and leading revenue operations and deals desk teams
- Proficient in developing Salesforce strategies
- Finance experience
- Data driven with proven success leveraging data and BI analytics to inform and shape strategies
- Strong executive presence with proven ability to manage cross-functional initiatives
- Experience transforming operations functions from on-premise to SaaS
- Demonstrated ability to handle complex deal structuring and negotiation
- Skilled in collaborating with executive teams and creating board presentations
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.
Learn more at www.beyondtrust.com.
#LI-JB1
