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In this role, you will have day to day communication and collaboration skills to unlock the Sales deals.
Everyday you will be leading a team of Deal Desk Managers while being a strong sales advocate supporting all our Sales Teams with their deals.
To thrive in this role you must be proactive with a sense of urgency and can do attitude.
The Illumio Sales team consists of individuals who are already at the top of their game – and yet know there is always more to learn. We came here because we want to invest in our personal performance and growth, beyond but also including, our commission checks. We are looking for fellow team members who believe that they will maximize their success by making a real impact in their customer's business.
Illumio protects one third of the US economy including over $1 trillion dollars of transactions at just one bank. We protect our customers', and even our competitors', sales pipelines on over 100k machines. We protect the personal and financial details of every US homeowner at Fannie Mae. When you order your coffee, think of Illumio, we protect one of the largest retailer's production data centers. What we do protects millions of people and billions of transactions. When we sell, risk goes down for our customers–we are building trust in the infrastructure of the economy and reputations, stock prices, and the future of commerce takes a critical step forward.
Lead a high-performing team of Deal Desk Managers and RFP Specialists globally. Deliver on key SLAs to support execution of the business.
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.
Responsible for Deal Governance to operate within the discount limits and exception handling process.
Act as liaison to other functional areas as it relates to RFP, Bids and new business opportunities.
Support sales campaigns in critical customer meetings to support closure of complex deals.
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.
Drive early customer engagement around deal structuring, key levers and negotiating tactics.
Ensure end-to-end operational support for the global businesses, facilitating Legal, Finance and Product support and coordination when needed.
Focus on Renewals Pipeline with a view to maintain Renewal Accuracy and Pricing.
A minimum of 12+ years of relevant Sales Operations experience in prominent enterprise software companies with a progressive track record of growth.
Extensive experience with Salesforce.com, CPQ and other sales related systems including data enrichment tools.
Proven track record of managing a globally dispersed team.
This role is a key member of the Sales Operations team driving operational alignment across key functions of the business.
Expertise and analytics experience around discounting benchmarks to assist with deal pricing.
Deep understanding of enterprise software business, particularly with a solid background in subscription models for both Cloud and on-premise scenarios.
Previous Deal Desk experience leading a team in growth mode.
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.
Ability to navigate internal resources to obtain advice and guidance on deal construction and any obstructions to drive the approvals and booking.
Strong communication skills needed to support to the field and sales management on updates/changes to policies and procedures. Ensure there is a clear understanding in the field on all best practices of constructing and submitting quotes.
Remarkable intellectual curiosity to regularly challenge the status quo.
Ability to work tactically while keeping an eye on the overall strategy of the team.
A "can do" attitude to affect change within the organization.
Flexibility to work extended schedules during the month and quarter end cycles.
Highly responsive and thrives 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.
Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world's leading organizations to strengthen their cyber resiliency and reduce risk.
Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging. #LI-CW1 #LI-HYBRID
Pay Range:
$188,000.00 USD - $225,000.00 USD
The pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, location, experience, knowledge, skills, abilities, as well as internal equity, alignment with market data, or applicable laws.
Benefits:
At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program.#LI-CW1 #LI-HYBRID