Manager, Deal Desk

The Manager, Deal Desk is a highly visible role in Inmar’s Finance organization. The mission of the role is to make it easier to close deals faster with optimal economics (financials and contract terms). The Manager will be responsible for increasing the efficiency and effectiveness of the deal governance processes.

This role will work closely with senior leadership and cross-functional partners. The role will provide data-driven insights and recommendations to drive improved business performance. The ideal candidate must have management experience and be used to operating as a player/coach. They must be equally as effective working with Inmar executives and business partners as they are analyzing business data, developing insights, improving processes, and helping solve strategic business problems.

The Manager manages the Deal Desk team responsible for handling the deal governance process while working collaboratively with Sales, Pricing, Legal, Finance, Operations, Client Services, and IT to get any deal- and contract-related issues resolved.

Primary Responsibilities:

• Oversee the growth and development 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

• 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

• Own deal governance processes and provide insights and recommendations around key deal bottlenecks and process improvements

• Evaluate technology and tools for improved deal velocity

• Be 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 

• Provide analysis on contract volume, deal cycle time, and revenue/margin improvement

• Quantify and report on the impact of process improvements

• Maintain documentation of business processes, automate existing processes, and determine current and future functional requirements

Required Qualifications:

• Bachelor’s degree required, preferably in business management or a quantitative degree such as economics, finance, or mathematics. Master’s degree preferred. MBA a plus

• 5+ years’ experience in deal desk management, general professional services or software bid review/approval, program/project management, consulting operations, pricing, or related work. At least 2 years’ experience structuring, selling, and/or approving large and complex deals. Any equivalent combination of experience and training that provides the required knowledge, skills, and abilities needed to complete the major responsibilities 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 Contract Lifecycle Management 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

• Experience in project management and process documentation

• Advanced knowledge of the Google Suite (Gmail, Google Sheets, Google Docs, Google Slides) and Microsoft Office (Word, PowerPoint, with emphasis on Excel)

Individual Competencies:

• Teamwork: Builds relationships and works cooperatively with others, inside and outside the organization, to accomplish objectives. Builds and maintains mutually-beneficial partnerships and leverages information to achieve results. Works collaboratively with others to achieve group goals and objectives.

• Innovation: Ability to develop, sponsor, or support the introduction of new and improved methods, products, procedures or technologies.

• Initiative & Courage: Takes initiative to improve processes and move deals efficiently across the deal cycle. Courage to push back and enforce deal governance per corporate standards.

• 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. Ability to weigh the accuracy and relevance of the facts, data, and information to reach decisions that improve outcomes.

• Change Management: Acts as a catalyst to change by using effective strategies to facilitate organizational change initiatives and overcome resistance to change.

• Adaptability: Responds to change with a willingness to learn new ways to accomplish work objectives with a positive attitude

• Curiosity: A desire to inquire and learn, to seek new knowledge and wisdom, and to listen to the contributions of others with a genuine interest to better self, the team, and the organization.

• Analytical and Critical Thinking: Ability to tackle a problem by using a logical, systematic, sequential approach and generate positive outcomes.

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.

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. 

• Build collaborative relationships and work cooperatively with others, inside and outside the organization, to accomplish objectives, develop and maintain mutually beneficial partnerships, leverage information and achieve results. 

• Set and attain achievable, yet aggressive, goals with a sense of urgency and accountability. 

• Understand that results are important and focus on turning mission into action to achieve results following the principles of Flawless Execution while consistently complying with quality, service and productivity standards to meet deadlines and exceed expectations by giving our clients the best possible outcomes.

An equal opportunity employer.

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We are an Equal Opportunity Employer, including disability/vets.