7+ years of experience in a Deal Desk Manager role in a tech environment or finance/sales operations
Proven ability to cultivate relationships with diverse internal teams
Ability to thrive independently in a dynamic, fast-paced setting
Proficient in data modeling and financial analysis
Intermediate to advanced skills in Salesforce and MS Excel
Exceptional communication, organizational, and problem-solving abilities
Responsibilities
Collaborate with NAM Sales on strategic, enterprise, commercial, or public sector accounts
Prepare financial models and evaluate deal economics for senior leadership
Utilize CPQ (Steelbrick) tools to ensure compliance in quoting processes
Review and approve non-standard pricing requests at the executive level
Conduct financial analysis for gross margin and revenue compliance on strategic deals
Act as a liaison between field sales and various internal departments to support large deals
Drive process improvements and ensure compliance with internal policies
Benefits
Collaborative work culture focused on innovation and teamwork
Opportunity for professional growth and continuous improvement
Exposure to a diverse array of internal corporate customers
Chance to influence sales effectiveness and deal profitability
Comprehensive employee benefits package, including stock options and bonuses
Full Job Description
Job Summary
Your Career
We are looking for a highly motivated, results orientated Deal Desk Manager - North America to join our organization.
The primary focus of this position will be to help structure profitable and compliant transactions that address the needs of a diverse set of internal corporate customers and increase the effectiveness and productivity of our sales teams.
The right person for this job has a team player approach, the ability to work across departments with disparate needs and excels at problem solving through critical analysis and is challenged by process review and continuous improvement.
Your Impact
Effectively work with NAM Sales to work on Strategic, Enterprise, Commercial or PubSec 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 CPQ (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
Qualifications
Required Experience:
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
Compensation Disclosure
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
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About Palo Alto Networks
Palo Alto Networks, Inc. is an American multinational cybersecurity company with headquarters in Santa Clara, California. Its core products are a platform that includes advanced firewalls and cloud-based offerings that extend those firewalls to cover other aspects of security. The company serves over 70,000 organizations in over 150 countries, including 85 of the Fortune 100. It is home to the Unit 42 threat research team and hosts the Ignite cybersecurity conference.
