Axonius is the cybersecurity asset management platform that offers organizations a comprehensive asset inventory, uncovers coverage gaps in security solutions, and automatically validates and enforces security policies. Axonius is deployed in minutes, seamlessly integrating with over 250 security and management solutions, improving cyber security and IT & cyber hygiene immediately. Covering millions of devices for customers like the New York Times, Schneider Electric, Landmark Health, AppsFlyer, and many more, Axonius was named “Most Innovative Startup of 2019” at the prestigious RSAC Innovation Sandbox, and was listed on the CNBC Upstart 100 list and Forbes 20 Rising Stars.
Summary
The Manager, Deal Desk must be comfortable working in a high growth, fast-paced technology organization. This role is responsible for proactively working with the Sales and Channel & Alliances teams in all aspects of the deal cycle globally, including deal structuring, pricing strategy, quote management and approvals, margin analysis and proper discounting, co-terming, and any non-standard renewal motions. By enhancing business processes, this role will ensure the best experience possible for our customers during the deal process.This role will interact with customers and internal stakeholders (Sales, Channel & Alliances, Finance, Legal, etc.) to ensure that value is realized for the customer and sales objectives are aligned with the growth of our business.
Reporting to the Senior Director, Deal Desk, this role will work closely to identify process gaps, add automation where appropriate, help to drive scalable solutions, and facilitate training as needed. The candidate must be able to communicate well with customers and partners, and should be focused on increasing operational efficiency with a data-driven approach.
Duties and Responsibilities
- Support the Sales and Channel & Alliances teams in the quoting process while ensuring compliance with internal policies to accelerate deal efficiency. Serve as an expert in advanced Deal Desk activities, which impact bookings attainment and deal structuring.
- Identify optimal deal attributes and needs as early in a new sales cycle as possible to reduce friction and optimize deal structure and outcomes.
- Work closely with Deal Desk leadership and the BizOps team to identify areas of improvement within the existing deal review process and help build a seamless and efficient workflow.
- Provide guidance on deal implications, risks, and potential impacts to leadership.
- Ensure data accuracy of opportunities forecasted in the pipeline.
- Collaborate with cross-functional teams, including Sales, Business Operations, Legal, Finance, Product, etc. to ensure seamless deal progression and alignment with business objectives.
- Provide upfront assistance in the pre-sales motion to proactively analyze proper margins in deal structure.
- Maintain agreed-upon approvals including any discounts, non-standard terms, etc. and SLAs in the quoting process to facilitate accurate order forms and purchase orders.
- Function as point of contact and subject matter expert for Sales on deal pricing matters. Act as product manager of the rep’s quoting experience in Salesforce. Assist in projects as needed, especially any system enhancements to Salesforce CPQ.
- Work with the Sales Enablement team to provide training and documentation on successfully structuring and quoting a deal.
Qualifications
- Bachelor's degree in business, finance, or a related field.
- 6+ years’ experience in deal desk, order management and operations, or a related field, preferably within the cybersecurity industry.
- Strong understanding of SaaS business models, contract structures, and pricing strategies.
- Excellent written and verbal communication skills, with the ability to convey complex concepts clearly and concisely.
- A passion for problem-solving and highly organized with strong attention to detail
- Confident in deal structuring/quoting complex SaaS transactions for a fast-growing global company
- Systems proficiency working with Salesforce (especially CPQ), Microsoft Office, Google Suite. Additional proficiency with forecasting tools (Clari, Gong) and ERPs (NetSuite) is a plus.
#LI-REMOTE #LI-LW1Axonius is committed to fair and equitable compensation packages. A candidate’s salary will be based on qualifications and relevant experience. In addition to a competitive salary, our packages include stock options, attractive benefits, and an annual bonusAnnual Pay Range$120,000—$140,000 USD
A little more about Axonius:
Axonius gives customers the confidence to control complexity by mitigating threats, navigating risk, automating response actions, and informing business-level strategy. With solutions for both cyber asset attack surface management (CAASM) and SaaS management, Axonius is deployed in minutes and integrates with hundreds of data sources to provide a comprehensive asset inventory, uncover gaps, and automatically validate and enforce policies. Cited as one of the fastest-growing cybersecurity startups, with accolades from CNBC, Forbes, and Fortune, Axonius covers millions of assets, including devices and cloud assets, user accounts, and SaaS applications, for customers around the world.Headquartered in New York, New York, Axonius employs over 600 people worldwide.
Axonius has been recognized with the Great Place to Work Certification™and was named toDun’s Best Start Up Companies to Work for Over 100 Employees. For two years in a row, Axonius was ranked Deloitte Technology Fast 500 list as well as included on Inc. magazine's 2022 Best Workplaces list. Axonius has been cited as the fastest growing cybersecurity company in history by revenue.At Axonius we support a diverse and inclusive workplace and believe in equal employment opportunity. We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.
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