Deal Desk Manager

It’s an exciting time to be ed a Top 25 Cyber Security Company by The Software Report and one ofInc. magazine’s Best Workplaces for 2020,Infoblox is the leader in cloud-first networking and security services. Our solutions empower organizations to take full advantage of the cloud to deliver network experiences that are inherently simple, scalable, and reliable for everyone. Infoblox customers are among the largest enterprises in the world and include 70% of the Fortune 500, and our success depends on bright, energetic, talented people who share a passion for building the next generation of networking technologies—and having fun along the way.

We are looking for a Deal Desk Manager to join our Commercial Finance team, reporting to the director of Deal Desk (Americas). In this remote role, you will partner with Sales teams in the Americas geo. You will look at customer historical spending and current pricing models to develop pricing recommendations and deal structures to convert customers to our subscription and SaaS licensing models.

You will also generate and drive solutions that help our Deal Desk and deal processes scale to support the constantly evolving needs of our business.

You are the ideal candidate if you thrive on impacting a fast-paced organization, combining your commercial savvy and desire to coach others on how to structure and price deals to grow our business.

Whatyou’ll do:

• Partner, in a trusted advisor capacity, with Sales leadership, Account teams, and other internal partners
• Advise on the pros and cons of deal structures, manage risk within contractual terms and structure, and take ownership of final approval decisions
• Brainstorm with Account teams to develop concession strategies that both optimize revenue and protect margins
• Provide financial modeling (TCO) to support pricing for target customers
• Evaluate the economic impact of potential changes to customer pricing and promotions
• Establish best practices for optimized pricing and deal structures for sales plays
• Evaluate and quantify economic savings moving from on-prem to SaaS
• Assist with complex contract negotiations and manage the approval process, including liaising with involved internal groups such as Legal, Finance, etc.
• Lead and/or assist special projects and initiatives within Deal Desk or cross-functional quote to contract
• Collaborate with the Finance, Legal, and Operations departments to optimize contract terms and close deals

What you’ll bring:

• 10+ years of demonstrated experience in pricing strategy, sales financial analysis, or relevant experience
• Proven experience leading and influencing at various levels across an organization to drive outcomes
• Superb analytical background with solid problem-solving skills
• Highly effective communication skills, both written and verbal
• Ability to explain concepts clearly and credibly across all levels of the organization
• Ability to identify variables, risks, and opportunities within a deal and influence the deal with your recommendations
• Adept at thinking on your feet and adjusting to ambiguity

What success looks like:

After six months, you will…

• Understand our Go to Market (GTM) commercial strategy for the tech refresh programs
• Act independently as a trusted advisor to the Sales organization

After about a year, you will…

• Independently lead your assigned Sales regions
• Drive enhancements to the Deal Desk process, such as the single process for non-standard approvals

In the spirit of pay transparency, we are excited to share our compensation philosophy. At Infoblox, we believe in paying for performance. You can expect our employment offers to take many factors into consideration, including but not limited to the location of the role, internal equity, applicable past experience, individual…