Sr. Manager Deal Desk Remote

The Sr. Manager, Deal Desk manages the daily activities of a team responsible for handling the sales contracting process, including deal exception requirements, while working collaboratively with Legal, Finance, Operations, Sales, IT, Client Services to get any contract related issues resolved.

This role is not only focused on helping the sales team efficiently execute individual contracts, but also has an aim towards improving the overall contracting process.

Primary Accountabilities:Leadership (35%)

• Oversee the growth and development of a team of Deal Desk associates
• Oversee the margin guidance and deal structuring advice based upon an understanding of overall deal bundle, business strategy and competitive situation
• 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 sales documents
• Create effective cross-functional and cross-organizational communication and teamwork by partnering with Sales, Legal, Pricing, Invoicing, Business Unit leadership, Customer Success and other internal stakeholders
• Lead resolution for issues that impact selling success or address future concepts, products or technologies
• Exercise broad latitude in determining objectives and approaches to critical assignments

Strategic (30%)

• Enable the success of Inmar sales associates and leaders to close deals with speed, while mitigating any potential risks to Inmar's interests
• Provide strategic, holistic perspective on Inmar sales agreement value to the business; manage and make stakeholder recommendations for tradeoffs and negotiations during the agreement process
• Provide insights and recommendations around key deal bottleneck process improvements
• Evaluate technology and tools for improved deal velocity
• Comfortable making controversial decisions under pressure, with the ability to provide thoughtful, diplomatic rationale to manage objections; meet as needed with internal and external customers to negotiate or explain Inmar's commercial positions
• Support complex, high-volume deals, during key calendar cycles when required

Analytical (25%)

• Create and manage the quote to cash process dashboards
• Provide analysis on contract volume and deal cycle time
• Quantify and report on the impact of process improvements

Operational (10%)

• Manage the flow of pricing and contract requests from sales
• Manage the collection of information related to pricing and contract requests
• Provide training to sales team on process changes
• Integrate new product and service offerings into the standard pricing and contract process
• Identify and escalate roadblocks that may appear during the contract process
• Aid with the implementation and adoption of new tools related to the contract process
• Identify and execute process improvement opportunities related to the contract process

Required Qualifications:

• Bachelor's degree, Master's degree preferred
• 8+ years' experience in general professional services bid review/approval, program/project management, consulting operations, pricing, or related work, with at least 2 years' experience structuring, selling and/or approving large and complex professional services deals, services delivery; or any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed to complete the major responsibilities/essential functions of the position
• Mastery of corporate finance, revenue recognition and pricing concepts
• Expert in complex sales agreement contracts
• Strong ability to comprehend and evaluate the business risk in contract language/commercial terms
• Expertise working with Salesforce CRM along with CPQ software required
• Working knowledge of CLM workflows preferred
• Comfortable working cross-functionally with organizational changes in a fast-moving environment
• Exceptional judgment in solving problems as well as identifying problems in advance and proposing solutions
• Ability to handle tough conversations and drive consensus on complex and difficult subjects

Individual Competencies:

• Teamwork: Builds relationships and works cooperatively with others, inside and outside the organization, to accomplish objectives to build and maintain mutually-beneficial partnerships, leverage information and achieve results.
• Innovative: Ability to develop, sponsor, or support the introduction of new and improved methods, products, procedures or technologies.
• Communication: Ability to effectively communicate information in written, oral and visual formats
• Problem Solving: Gathers and analyzes information to generate and evaluate potential solutions to problems, issues and challenges while weighing the accuracy and relevance of the facts, data and information.
• Change Management: Acts as a catalyst to change by using effective strategies to facilitate organizational change initiatives and overcome resistance to change.
• Adaptable: Responds to change with a willingness to learn new ways to accomplish work objectives with a positive attitude

The physical demands described here are representative of those that must be met by an associate to successfully perform the major job responsibilities (essential functions) of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the major job responsibilities. This job description is not intended to be an exhaustive list of all duties, responsibilities, or qualifications associated with the job.

While performing the duties of this job, the associate is:

• Regularly required to use hands to finger, handle or feel objects, tools or controls, and reach with hands or arms.
• Regularly required to talk or hear and read instructions on a computer monitor and/or printed on paper.
• Occasionally required to stand, kneel or stoop, and lift and/or move up to # pounds.
• Regularly required to view items at an extremely close range and must be able to adjust and readjust focus.

Occasionally: Job requires this activity up to 33% of the time

Frequently: Job requires this activity between 33% - 66% of the time

Regularly: Job requires this activity more than 66% of the time

Safety:

• Support a safe work environment by following safety rules and regulations and reporting all safety hazards.

As an Inmar Associate, you:

• Put clients first and consistently display a positive attitude and behaviors that demonstrate an awareness and willingness to listen and respond to clients in order to meet their short-term and long-term needs, requirements and exceed their expectations.
• Treat clients and teammates with courtesy, consideration and tact; you also have the ability to perceive the needs of internal and external clients and communicate effectively with the objective of delighting and retaining the client.
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