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Sr. Director, Worldwide Deal Management

Company: Automation Anywhere
Location: Denver
Posted on: April 8, 2021

Job Description:

Sales San Jose, California Seattle, Washington San Francisco, California Sacramento, California Los Angeles, California Las Vegas, Nevada Denver, Colorado Dallas, Texas Atlanta, Georgia Chicago, Illinois Detroit, MI Nashville, Tennessee Miami, Florida Charlotte, North Carolina Charleston, South Carolina Boston, Massachusetts New York, New York Pittsburgh, Pennsylvania Phoenix, Arizona Washington, DC United States Automation Anywhere is a global leader in Robotic Process Automation (RPA), empowering customers to automate end-to-end business processes with intelligent software bots - AI-powered digital workers that perform repetitive and manual tasks, resulting in dramatic productivity gains, optimized customer experience, and more engaged employees. The company offers the world's only web-based and cloud-native intelligent automation platform combining RPA, artificial intelligence, machine learning and analytics to help organizations rapidly start and scale their automation journey from the front office to the back office to every office. Its Bot Store is the world's first and largest marketplace with more than 1,100 pre-built, intelligent automation solutions. Automation Anywhere has deployed over 2.6 million bots to support some of the world's largest enterprises across all industries in more than 90 countries. For additional information, visit www.automationanywhere.com . Our opportunity: The Sr. Director, Global Deal Desk will be responsible for delivering deal structuring and pricing support for our Commercial and Enterprise businesses. Reporting to the SVP, Sales Strategy and Operations, this role will partner with multiple internal groups including Sales, Support, Sales Operations, Contract Operations, Finance and Legal to maintain efficient processes.--This position will lead a team that focuses on structuring solutions for all customer segments in the company. This leader will be responsible for the enforcement of company policies and procedures (Finance, Legal, Channel Programs, etc.), escalation of non-standard transactions and legal document generation, maintenance, review and modification. The candidate will also be responsible for recommending new pricing strategies to expand the company's reach within various sales segments. The ideal candidate will be comfortable interacting and negotiating live with external customers and prospects, as well as internal senior executives.-- This is a remote opportunity, with the ability to work from anywhere within the U.S You will make an impact by being responsible for:--

  • Leading, coaching and scaling our global deal desk team to support our hypergrowth
  • Becoming a trusted advisor by providing senior leadership and our sales community with financial models and evaluation of deal economics, commercial terms, conditions and operational requirements to present a risk/reward profile for opportunities
  • Setting the vision and drive the strategic direction for global deal desk practices by providing innovative deal structures, understanding products and using your knowledge about our competition to support decisions
  • Developing GTM strategies around non-standard pricing opportunities
  • Defining KPI's and setting performance targets. Partner with internal stakeholders for reporting needs. Produce standard dashboards and operational reports to gauge health of the business and workload drivers
  • Becoming an expert on the use of CPQ tool, reviewing and enforcing revenue recognition compliance for all quoting
  • Being a key resource reviewing and approving pricing requests that reach the level of executive management for approval. Reviewing will include financial analysis for gross margin, revenue compliance, and non-standard terms request
  • Partnering with the field sales organization to drive large deal closure, being the 'first point of contact' for field sales including coordinating and managing month/quarter end deal closure
  • Liaising with all organizations involved in the agreement process (contract ops, finance, order management and legal) on behalf of sales
  • Ensuring compliance with internal controls, published sales and business approval policies
  • Being a sales advocate and partner to internal organizations to understand contract requirements, structure, business terms and identification of potential risks and/or opportunities that can affect performance, growth and strategic positioning
  • Identifying and creating sales enablement best practice materials, educating our sales team on product bundles, pricing and positioning
  • Developing best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions
  • Independently scoping and executing project work with minimum oversight to meet goals identified by Management You will be a great fit if you have:--
    • 12+ years of experience in a sales operations environment, preferably in the high-tech industry, leading deal desks, with at least 3 years at the Director level
    • 3+ years of experience with deal structuring/quoting complex SaaS transactions for a fast-growing global company
    • Bachelor's Degree in Business Administration, Finance or related field. Advanced degree a plus (i.e. MBA or equivalent experience)
    • Experience using CRM applications, Salesforce preferred
    • Experience in a Pricing function is a strong plus
    • A demonstrated passion for information and business intelligence
    • Strong understanding of sales processes and methodologies
    • Strong leadership and management skills with demonstrated ability to scale a team
    • Proven track record of effectively interfacing with cross-functional departments and sales management team
    • Travel (including international) up to 10% may be required, when safely able to do so You excel in these key competencies:--
      • Energetic, driven and self-starter
      • Adept at thinking on your feet amidst ambiguity
      • Ability to manage and prioritize competing demands
      • Ability to lead, challenge and influence at all levels
      • Superior analytical background with strong problem-solving skills
      • Ability to build relationships and work collaboratively to drive results
      • Highly effective communication skills, including written and verbal
      • Capable of explaining concepts clearly and credibly across all levels of the organization
      • High level of attention to detail
      • Ability to work in a fast-paced environment Why Automation Anywhere? At our company each person brings their unique talents to work as a team and make a difference.
        As the leader in Robotic Process Automation (RPA), we provide a very compelling product where our teams are breaking new ground every day and given an environment to grow their skills and have fun along the way. Our technology is the game changer, and our people give us the edge to better our world and go be great! Automation Anywhere is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis. **All unsolicited resumes submitted to any @automationanywhere.com email address without HR/Recruiting approval, whether submitted by an individual or by an agency, will not be eligible for an agency fee. All unsolicited resumes submitted to any @automationanywhere.com email address, whether submitted by an individual or by an agency, will not be eligible for an agency fee. You have been redirected to a Automation Anywhere job page

Keywords: Automation Anywhere, Denver , Sr. Director, Worldwide Deal Management, Executive , Denver, Colorado

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