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TITLE

 

Sr./Sales Operations Manager (Deal Desk)

COMPANY

 

Exabeam

LOCATION

 

San Mateo, CA, US

Description

Exabeam is the Smarter SIEM™ company. We help security operations and insider threat teams work smarter, allowing them to detect, investigate and respond to cyberattacks in 51 percent less time. Security organizations no longer have to live with excessive logging fees, missed distributed attacks and unknown threats, or manual investigations and remediation. With the modular Exabeam Security Management Platform, analysts can collect unlimited log data, use behavioral analytics to detect attacks, and automate incident response, both on-premise or in the cloud. Exabeam Smart Timelines, sequences of user and device behavior created using machine learning, further reduce the time and specialization required to detect attacker tactics, techniques and procedures.

The Sr/Sales Operations Manager (Deal Desk) will report to the Director of Sales Operations and is responsible for the business deal desk process. The ideal candidate will possess proven business acumen, financial analytics and project management skills while building and maintaining strong working relationships with our sales teams and cross-functional stakeholders.

The primary role of this position is to support the global sales organization in structuring deal pricing, terms and managing the non-standard policy review and approval process.  This role will partner with multiple internal groups including Sales, Finance, Legal and Operations to maintain efficient support to deals and achieve the initiatives of the global deal desk process.   

Responsibilities

        Drive the strategic direction for global business deal desk practices by establishing and managing a process to ensure pricing decisions are appropriately considered in light of the company’s strategy
        Respond to inquiries, provide guidance for quote and contract processes to Sales representative regarding the proper structure of deals, and advising on standard terms structure
        Define and ensure compliance with published approval policies including the vetting against the partner program and discount structure
        Assist in the structuring of complex quotes within the quoting tool including profitability analysis of deals
        Collect data and information to further standardize the deal formation process. Identify opportunities to automate elements of the global deal desk in order to improve operational execution.
        Engage cross-functional leaders in the development and socialization of new pricing strategies, including Sales, Marketing, Product Management, Services and Finance, collaborate with key stakeholders to ensure buy-in and successful implementation.
        Identify areas where the global business deal desk can add value, increase transparency, improve processes in support of Sales teams, and decrease deal cycle time
        Identify and recommend policy and process improvements to enhance the effectiveness of deal structure and exception processes
        Drive system automation to improve accuracy and turnaround time.
        Partner with sales enablement to create and participate in training the sales organization on global business deals desk processes and approvals

Qualifications

        7+ years of experience in deal support management preferably in a high tech industry.
        Bachelor’s Degree in Business Administration, Finance or related field
        Strong understanding of sales processes and methodologies
        Strong organizational skills with ability to manage multiple projects
        Excellent analytical skills with strong attention to detail
        Excellent written and verbal communication skills
        Experience working in an entrepreneurial, fast-changing environment that requires strategic thinking, resourcefulness, results-oriented decision making and commitment to excellence
        Demonstrated experience with collaboration between finance, accounting, legal, sales operationsand sales to help frame and price customer quotes
        Must be familiar with Salesforce.com and CPQ tools

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