Director, Global Deal Desk

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Climb Channel Solutions NA

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 1982

🔌 API

🔒 Cibersegurança

☁️ SaaS

API • Cybersecurity • SaaS

Climb Channel Solutions NA é uma empresa de distribuição de TI focada em fornecer soluções tecnológicas líderes e inovadoras. Eles apoiam revendedores de tecnologia oferecendo expertise em áreas como virtualização, nuvem, gerenciamento de dados e cibersegurança, aumentando assim o sucesso de seus parceiros. A Climb é dedicada a transformar a distribuição de TI com um serviço excepcional e um extenso mercado de fornecedores para facilitar o crescimento dos negócios para seus parceiros em vários setores, incluindo mercados públicos e privados.

Descrição

• Lead and scale the Global Deal Desk function supporting new business, expansion, renewals, and strategic enterprise deals as well as the evolution of new sales motions and routes to market. • Partner with Sales to structure complex SaaS transactions, including multi-year agreements, ramped transactions, co-terms, bundles, custom pricing, and non-standard terms. • Own timely deal review, approval workflows, escalation paths, and commercial guardrails. • Drive consistency in pricing, discounting, contract structure, and deal documentation with an eye for creativity and scalability and a mindset for a winning partnership. • Evolve and transform the quote-to-cash process driving improved deal velocity and scalability by implementing AI and machine learning solutions. • Partner with Sales, Legal, and Sales Operations to evaluate deal economics, risk, billing and cash flow, and revenue recognition considerations. • Improve quote-to-cash processes across CRM, CPQ, CLM, billing, and ERP systems. Delinea utilizes Salesforce and NetSuite systems. • Provide insights on discounting trends, approval workflow and related cycle times, deal quality, and policy exceptions. • Support pricing and packaging changes, new product launches, SKU updates, sales enablement, and acquisition integrations. • Build, coach, and develop a high-performing Global Deal Desk team. • Serve as a trusted advisor to Sales leadership and executive stakeholders on strategic deals.

🎯 Requisitos

• 10+ years in Deal Desk, Finance, or Sales Operations. • Led a Global Deal Desk team and owned complex quote-to-cash processes in a SaaS or recurring-revenue business. • Strong understanding of SaaS deal structures, including ARR, ACV, renewals, expansions, co-terms, ramped contracts, discounting, and bundling. • Experience supporting enterprise sales teams on complex, high-value transactions. • Strong commercial judgment, balancing speed, customer needs, sales strategy, and business risk. • Extensive experience with Salesforce CRM, CPQ, and CLM systems. • Experience building and leading a globally dispersed team. • Partners and influences across Sales and Sales Operations, Legal, Finance and Accounting, Product, and Customer Success. • Implemented AI and machine learning to drive operational efficiency and automation. • Understanding of revenue recognition rules (ASC 606) and non-standard commercial terms. • Clear written and verbal communication, strong executive presence, and a practical, solutions-oriented mindset. • Bachelor’s degree in Finance, Business, or related field

🏖️ Benefícios

• Healthcare insurance • Pension/retirement matching • Comprehensive life insurance • Employee assistance program • Time off plans • Paid company holidays