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Job Description
Hungry, Humble, Honest, with Heart.
The Opportunity
As a Deal Desk Manager, you will be an intricate member of the Global Deal Solutions team, working with many internal stakeholders, like Field Sales, Sales Ops, Legal, Finance, Accounting, Product Management and other, to ensure that the Field Sales Teams have the support needed to execute Organizational goals. The ideal candidate will be able to help manage between the Organization goals and enable the Field to execute pricing strategies with Customers. You will have a chance to closely cooperate with the Field to maximize Nutanix revenues in deal structuring, recommend varying selling models, and also engage with Finance to evaluate acceptable price points and investment accounts to ensure Nutanix can maximize its value and increase share in the market.
About the Team
The Global Deal Solutions team is part of the Sales Operations department of Nutanix and is focused largely on supporting the Field Sales Team in deal structuring and pricing and helping the execution of our pricing strategy. The Global Deal Solution team supports 3 Theaters, America, EMEA and APAC. The candidate will join the APAC team and will be responsible to support Deal execution and pricing strategy focusing on some countries in ASEAN, Taiwan, and Korea region.
Your Role
- Support our Sales Organization on pricing related initiatives and strategic programs for the respective regions
- Recommend pricing structures based on Customer’s business drivers and ability to sell value
- Influence discount improvements through competitive intelligence and developing a subject matter expertise in the Region
- Provide detailed reporting to Regional Directors and VP’s and collaborate closely with Sales Management to drive regionally focused pricing strategies
- Engage closely with Legal to support non standard commercial terms and conditions
- Build business cases for investment accounts to gain Executive support and remain an active player throughout the sales cycle
- Daily review of deal financials, pricing and business risk required
- Ensure compliance with published sales and business approval policies and serve as an escalation point to business leaders
- Complete ad-hoc projects as required
- Proven ability to effectively communicate with Customers, sales persons, internal teams, and external partners & distributors
- Ability to execute quickly and adapt to a fast-paced, constantly changing environment
- Must be willing to work extended hours during the end of quarters.
What You Will Bring
- Familiarity with working with Sales teams in a deal desk or commercial-selling function
- Expertise with varying software selling models (i.e. term licenses, perpetual, SaaS, subscription, utility consumption)
- Strong and active listening skills and overall communication skills, both written and verbal
- Works well in a team environment
- Ability to be responsible, flexible, accountable and detail-oriented with the ability to multitask, adapt and prioritize to meet deadlines
- Experience meeting with Customers
- Advanced Proficiency with Excel and PowerPoint is an absolute must
- 7+ years of deal desk, finance, software-selling and/or sales operations experience
- Prior experience with Salesforce is a plus
- Bachelor's degree in Business or a related area of study
- Language skill (English and Mandarin are must, and with Korean would be a plus.)
- Prior experience supporting ASEAN, Hong Kong, Taiwan, and Korea is a plus.
Work Arrangement
Hybrid: This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration. For most roles, that will mean coming into an office a minimum of 3 days per week, however certain roles and/or teams may require more frequent in-office presence. Additional team-specific guidance and norms will be provided by your manager.
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