Sr. Manager, Finance Deals Desk

Fortinet is expanding its Finance Deals Desk, a strategic function designed to accelerate sales and provide a competitive advantage. We are seeking a Senior Manager to join our established team of senior professionals. This role will focus on shifting from traditional deal support to a sophisticated, data-driven commercial framework, enabling our Sales teams to close complex, high-value deals faster by navigating internal processes and providing clear, consistent guidance.

As a Senior Manager, you will be a key partner to Sales and Finance leadership, responsible for operationalizing, executing, and managing our new unified commercial framework. You will champion the transition toward standardized, risk-based threshold approvals and rapid deal triage processes, ensuring that escalations are driven by genuine economic risk rather than procedural bottlenecks. You will assist in the ongoing governance of our commercial decision matrices, providing vital feedback to refine these rules and driving consistency and predictability across all global transactions.

This is a high-impact, senior individual contributor opportunity for a self-motivated professional to help elevate and scale our growing Deals Desk function.

Key Responsibilities:

Strategic Deal Execution & Advisory

* Act as the primary financial advisor to Sales leaders on large, complex, and non-standard transactions, providing strategic guidance on deal structuring to maximize profitability and ensure compliance.

* Lead the deal review process, applying a unified commercial framework to ensure all key business controls (such as margins, discounting, and renewals) are consistently assessed for economic risk.

* Serve as the key escalation point for complex, high-risk, or non-standard deals, preparing concise business justifications and risk assessments for executive review.

* Champion and operationalize rapid triage methodologies to quickly classify deals and streamline the approval workflow, enabling Sales to focus on customer-facing activities.

Process Optimization & Scalable Governance

* Partner with Finance and Operations leadership to operationalize and recommend improvements to the Deals Desk's decision matrices and threshold-based routing rules, providing structured feedback to help refine them in alignment with Fortinet's financial goals.

* Execute and maintain lean, scalable processes that enhance the efficiency and velocity of the Field Sales teams while maintaining rigorous, audit-ready compliance.

* Establish and monitor key performance indicators (KPIs) for the Deals Desk function, focusing on deal velocity, approval consistency, and risk mitigation.

Cross-Functional Collaboration & Influence

* Drive strong cross-functional alignment with Legal, Revenue Recognition, Order Management, and other internal teams to ensure a seamless and predictable order-to-cash cycle.

* Collaborate closely with peer Senior Managers and Finance leaders to ensure global consistency in deal execution and process application.

* Sustain Field Sales accountability across all deal lifecycle requirements and hold cross-functional partners accountable for their deliverables to ensure timely execution.

Required Skills &

Qualifications:

* Experience:

7-12+ years of progressive experience in a deal desk, sales finance, or revenue operations role within a global technology or cybersecurity company. Proven experience operating successfully as a senior-level individual contributor.

* Commercial Framework Execution:
Extensive experience executing and managing structured, rules-based commercial frameworks. Deep understanding of how to balance margins, discounts, and commercial terms in everyday deal cycles.

* Industry Knowledge:
Deep, thorough understanding of standard and non-standard hardware and software selling models (including SaaS, subscription, term, perpetual, consumption, and on-demand).

* Financial Acumen:
Strong understanding of software revenue recognition principles (ASC 606) and the impact of non-standard contract terms on financial outcomes.

* Technical Proficiency:
Strong experience with Salesforce (SFDC) is required. Advanced proficiency in Microsoft Excel.

* Collaboration & Influence:
Strong cross-functional influencer with the ability to gain organizational buy-in for process transformation. Proven ability to build consensus with peers and hold cross-functional partners accountable.

* Problem-Solving:
An innovative and strategic thinker who can "think outside the box" to structure winning deals while protecting the company's financial interests.

* Communication:
Exceptional verbal, written, and interpersonal skills, with the ability to communicate complex financial concepts clearly and concisely to executives, sales, and operational teams.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various…