Head of Deal Desk

Head of Deal Desk

We're looking for a Head of Deal Desk to work closely as a business partner with the Regional Sales Leadership and Sales Teams and the wider organization. The position will report to the Head of Global Deal Desk. This person is a key enabler of deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability and/or market share.

The Head of Deal Desk will assist with constructing deals and accelerate decision making by proactively facilitating reviews, escalations, and approvals.

Role

• Key member of the Regional Sales Operations team driving operational alignment across key functions of the business.
• Responsible for Deal Governance to operate within the discount limits and exception handling process.
• Take the lead on customer negotiation of commercial terms for complex deal structures on behalf of Blue Prism in APJ where required.
• Accountable for development and ongoing evolution of non-standard pricing models, appropriate to the region, notably:
• Support sales campaigns in critical customer meetings to support closure of complex deals
• Identify, build and implement commercial structures as appropriate to support the APJ General Manager and their Sales Leaders in execution of corporate goals - examples include:
• Bring expertise and analytics around discounting benchmarks to assist with deal pricing.
• Actively participate in all regional deal reviews.
• Monitor the ongoing business environment to ensure competitive pricing/market position and input into the development and analysis of pricing models and projections.

• Guide Regional Sales Leadership team on deal structuring in a way that maximizes ARR whilst operating at the same cadence and urgency as the field.

• Consumption based models
• Burst / Short term Capacity

• Enterprise Licence Agreements (ELA’s).
• Growth models

• Offer expertise and assistance in the construction of quotes and order forms, help with drafting special terms and commercial terms.
• Ensure end-to-end operational support for the APJ businesses, providing Legal, Accounting and Product support and coordination when needed.

• Answer questions around deal structure and approval process.

• Develop a strong understanding of Blue Prism’s business model and product offerings.

• Drive early customer engagement around deal structuring, key levers and negotiating tactics.

Requirements

About You

• Deep understanding of enterprise software business, particularly with a solid background in subscription models for both Cloud and on-premise scenarios
• 5+ years of relevant Sales Operations experience in a prominent enterprise software company with progressive track record
• Proficiency in overall construct of software license, services and renewal deals to ensure appropriate approvals are being called and advise on booking and revenue recognition consequences. Previous Deal Desk experience is advantageous.
• Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions or potential blockers to getting approved and booked
• Ability to communicate and provide support to the field and sales management on updates/changes to policies and to help ensure there is a clear understanding in the field on all best practices of constructing and submitting quotes
• Experience with Salesforce.com, CPQ and other sales related systems including data enrichment tools
• Remarkable intellectual curiosity to regularly challenge the status quo
• A “can do” attitude to affect change within the organization
• An ability to balance being detail-oriented as well as seeing the big picture
• Able to work extended schedules during the month and quarter end cycles
• Highly responsive and thrive in a fast paced environment
• Proven ability to comprehend and interpret complex licensing issues with specific experience of software license agreements
• Ability to work on many deals simultaneously, handling multiple stakeholders in a firm but calm manner.

Benefits

• Flexible Vacation: We're a team of innovators who work hard, and with hard work comes much needed time off. We all need time off! We offer a flexible vacation plan for all our employees that offers great work/life balance
• 401K Match
• Parental Leave: Blue Prism fully supports all types of families as they welcome a new child into their home

Blue Prism is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, disability or handicap, sex, marital status, veteran status, sexual orientation, arrest record or any other characteristic protected by applicable federal, state or local laws.

Blue Prism is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Blue Prism via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Blue Prism. No fee will be paid in the event the candidate is hired by Blue Prism as a result of the referral or through other means.