Location: AUSTIN, United States of America
Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.
Thales has a newly created role and is currently looking for a Deal Desk Manager (individual contributor) to join working ONSITE (office based-Hybrid model) in Austin, TX.The Deal Desk Manager is an individual contributor role but a leadership position
The role is the first of its kind within CPL and will require building a decision framework to help the organization negotiate more effectively and timely.
The Manager will report to the Director, Global Sales Operations, responsible for complex deals in response to current or new potential customers’ requests (RFI/RFP)and standard sales engagements, as well as ensure that strategic, programmatic, technical and commercial aspects are taken into account in the preparation such proposals, in concurrence with standard business practices.
The candidate will be a key element in the capture process of new customers and help to grow the Thales CPL Cloud Data Security business globally. This role will involve several interactions with customers and will have a direct impact on customer satisfaction and business growth
As a member of the Thales Cloud Protection & Licensing (CPL) Global Sales Operations Team, the Deal Desk Manager will assist with reviewing and approving transactions related to our fast-growing as-a-Service Data Security business
The Deal Desk Manager will monitor incoming transactions, provide support to the line of business, and ensure approval requests are timely, complete and accurate.
This role requires coordination with Legal, Contracts, Finance, Risk Management, Global Field Sales, Global Business Development and LOB as appropriate to maintain adherence to business practices, policies, and procedures during the sales pursuit, providing direction and mentoring to others.
Key Responsibilities:
Acting in support of Thales CPL World Wide Sales, this role is responsible for structuring, advising and obtaining approvals for transactions across multiple lines of business for large deals and/or strategic customers.
The successful candidate will:
- Provide oversight for Thales CPL standard business practices for the complex transactions they are supporting
- Provide negotiation support for Sales with their customers for Master Agreements and large transactions.
- Should be prepared to provide on-going training for Sales, and other internal Thales CPL groups and work on projects to improve efficiency and effectiveness of Thales CPL Complex deal processes.
The role requires high level of understanding of Thales CPL internal business procedures (contracting process, business practices) and general business strategy, finance, and legal issues.
The ideal candidate must be able to develop and review financial and legal analysis. It requires a proactive approach, creativity, ability to work with virtual teams, and ability to negotiate. Highly developed communication skills, both written and oral, are a must
Build and manage the complex deal process for cloud globally:
- Provide deal strategy, structuring, review and Thales CPL business policy advice to sales in pursuit of new cloud customer acquisition
- Lead approval process for non-standard terms on behalf of Senior Sales Management for complex, multi-pillar deals and strategic accounts
- Guide Legal, Finance, Product, and Sales in understanding customer's non-standard requirements
- Identify common customer concerns raised across multiple negotiations and determine an optimum balance for a Thales CPL position in addressing those customers’ requirements
- Develop and deliver communications and training for Sales in areas of customer objection handling and best practices deal process management
- Work with customers in educating business leaders in Thales CPL contract structure, cloud hosting operations, security and other terms and conditions
Organize Bid “Gate reviews” in collaboration with the sales manager(s)
- Help sales understand the various steps that need to be completed in order to get the deal closed
- Develop detailed proposal schedules(dates and milestones) to ensure timely material development, review and submission
- Coordinate Cost Estimate Activities for the different Thales units, and coordinate with procurement department Requests For Quotations to potential supplies
- Prepares program estimates, Statement of Work and compliance matrices for new projects
- Coordinates and prepares proposal documents
- Coordinates with the sales manager communication with the clients during the bid phase
- Supports final quality control check, including proofreading for grammar, request for proposal (RFP) compliance and conformance to established strategies and plans.
- Support efforts associated with overall proposal “look and feel” characteristics, including oversight of graphics development, content layout, and format
Required Skills and Experience:
First-hand experience in supporting pricing and SaaS deals in the cloud
Bachelor degree in an appropriate discipline OR equivalent experience
5+ years of experience in program manage mentor Deal Desk
Working knowledge of cloud security architecture and standard Cloud SLA’s
Experience in negotiation
Leadership skills
Excellent written and verbal communication skills
Capacity to work in an international and multicultural environment
Can manage scope and requirements autonomously
Advanced user in Microsoft Office Suite (Word, Excel, PowerPoint) Experience performing risk management activities
Experience planning for the various stages of transformational and transitional change, recognizing how people react to it and how it affects the organization
Preferred Qualifications:
Skills and Abilities:
- Advanced degree (Legal, Engineering, or MBA) highly desirable
- Experience in project management with the US DoD or FAA
- Knowledge and experience with Federal Acquisitions Regulations (FAR) and Defense Federal Acquisitions Regulations (DFAR).
- Experience of managing projects in an international context
- High energy, team oriented, data driven and results focused
- Ability to stay cool under pressure
- Can delegate tasks with a high level of integrity
This position will require successfully completing a post-offer background check. Qualified candidates with (a) criminal history will be considered and are not automatically disqualified, consistent with federal law, state law, and local ordinances.
Successful applicant must comply with federal contractor vaccine mandate requirements.
Thales champions inclusion and we believe diversity strengthens the fabric of our culture. We are an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law
If you need an accommodation or assistance in order to apply for a position with Thales, please contact us at talentacquisition@us.thalesgroup.com.