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BMC Global Deal Desk Lead International Ireland, Dublin 697418497
05.09.2024
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Description and Requirements
CareerArc Code
Overview:
- Delivers on running a fully staffed and functional deal desk to support software license and renewal sales across BMC International geo
- Spearheads execution of pricing excellence in STAR accounts, driving awareness of pricing requirements and providing resources for objection handling
- Maintains oversight on the escalation process for end-to-end governance of both pricing and non-standard license structure for STAR and Focus & Growth accounts in the geo
- Support transparency of transaction structure, risks, and benefits across applicable internal stakeholders as part of any escalation approval process
Responsibilities
- Oversee the deal desk in EMEA/APJ regions and serve as a trusted business advisor to sales leaders and finance
- Partner with the pricing lead and revenue operations leadership to implement core pricing and deal desk processes that align with existing seller motions/reviews
- Oversee deal desk operating cadence, reviews, escalations to support compliance with existing commercial policy for all license and renewal sales in EMEA/APJ
- Partner with cross-functional organizations (product, finance, legal, operations, sales) to review policy objectives, define core approval parameters and update as required to address new/changing risks
- Attend and offer coaching during core STAR negation checkpoints to drive renewal price attainment
- Work cross-functionally with stakeholders to drive transparency of transaction structure and comprehensive reviews/decisions as required for strategic opportunities
Background/Experience
- 5+ years in lead/manager level experience, ideally in deal desk/pricing or governance organizations
- Deep expertise and background in B2B software sales
- Prior experience managing a deal desk in a technology/media company(preferred), awareness or familiarity with pricing activities/governance is a plus
- Education: Bachelor’s degree from an accredited university or comparable work experience; MBA degree preferred
Business & Technical Skills
- Strong leadership and communication skills
- Excellent execution and operational skills to implement large-scale organizationaltransformation.
- Willingness to travel (up to 15%)
- EMEA location preferred
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