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Senior Manager, Deal Desk
hace 2 semanas
About VERITAS
- Veritas solves what no one else can. With an industry-leading product portfolio, we offer proven, modern, and integrated technology that brings together availability, protection, and insights. Our Veritas Enterprise Data Services Platform addresses current and future data issues end-to-end - keeping mission-critical workloads highly available, protecting data everywhere, and providing insights to optimize costs and maintain regulatory readiness.
- Veritas supports 500+ data sources, 150+ storage targets, 50+ clouds, and any deployment model imaginable. We serve 99% of the Fortune 100, 90% of the Fortune 500, and are the market leader in Software-defined Storage, Data Protection, and Archiving.
- The role of the Deal Desk Senior Manager is to help drive and increase long term value within the new business environment. Working collaboratively across Sales, Legal, Finance and License compliance management teams the Deal Desk Analyst will drive the deal review process and ensure pricing and structure is market competitive. The Deal Desk Senior Manager will act as a trusted advisor to the Regional Sales VP, Sales Directors and sales managers and provide education to the Sales and around competitive environment, guidance on discount management and pricing negotiation strategy and deal structure.
Primary Accountabilities
- Oversee management of deals through the deal review process to ensure quality assurance, business, operational and SLA compliance and optimal deal structure and pricing response. Act as an advisor and escalation point on deal exceptions, more difficult structuring issues and global deal desk matters. Interact with senior Veritas leadership on deal related matters. Review deal financials, pricing and business risk while maximizing value to Veritas. Oversee the providing of discount, margin guidance and deal structuring advice based upon understanding of overall deal portfolio, business strategy and competitive situation. Advise and coach the deal desk team on emerging issues, best practices and recent competitive developments. Effectively resolve and champion conflicts arising between internal operational processes and customer needs. Ensure appropriate expertise, review and approvals are applied to the execution of all service documents. Support Analysts as need and consult to ensure optimal results. Coach the deal desk team on subscription conversion techniques and practices. Create effective cross-functional and cross-organizational communication and teamwork by partnering with Revenue Accounting, Legal, Delivery, Sales and other internal corporate groups
Knowledge
- Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways. Barriers to entry such as technical committee review exist at this level. Ability to interact with the customer and align our solution to the customer's environment and buying criteria.
Job Complexity
- Works on issues that impact design/selling success or address future concepts, products or technologies. Creates formal networks with key decision makers and serves as external spokesperson for the organization.
Experience / Education / Certifications
- 5+ years of related experience working within a Enterprise SaaS, or high-tech company is ideal. Prefer deal desk experience in a subscription environment
