Global Deal Desk Leader

Job Description:

Job Title: Global Deal Desk Leader

Job Family: Business Operations

Job Profile: Sr. Manager Business Operations

Location: Remote

Job Type: Full-Time

Department: Global Business Operations

Reports To: Veena Ram

Job Summary:

We are seeking an experienced and dynamic Global Deal Desk Leader to join our team. This role is crucial for managing ISB’s configure-price-quote (CPQ) process. The ideal leader will design and deploy techniques that achieve efficiency and consistency in the assembly of customer quotes relating to ISB’s offerings at scale.  This position will lead a team of commercial experts that leverage standards and related exhibits for the assembly of customer quotes.  Collaboration will be required with ISB’s Offering Management team, Delivery Assurance, Sales and executive leadership.  We anticipate the use of technology to assist in both compliance and efficiency in these processes.  The Global Deal Desk will administer ISB’s deal governance process consistent with its delegations of authority for deal approvals.

 Key Responsibilities:

• Leadership & Management:
  • Lead, mentor, and develop a global team of commercial experts located in Americas, Europe, Asia and Australia.
  • Establish and track performance metrics to ensure the team meets or exceeds goals.
  • Foster a culture of continuous learning and professional development.

• Quote to Contract Lifecycle Management:
  • Pricing Strategy: Ensuring quotes are aligned with the company’s pricing strategy, considering discounts, promotions, and competitive pricing. Utilize approved estimating tools and calculators relating to the relevant Offerings to be proposed.
  • Approval Workflow: Managing the approval process for quotes, including obtaining necessary signoffs from relevant stakeholders.
  • Deal Governance: leading the activities and resources responsible for facilitating the solution review and deal governance processes, including contract certification prior to signature execution.

• Compliance and Risk Management:
  • Policy Adherence: Ensuring all quotes comply with internal policies, pricing guidelines, and regulatory requirements.
  • Risk Assessment: Identifying and mitigating risks associated with specific deals, including financial, legal, and operational risks.

• Process Efficiency:
  • Automation and Tools: Implementing and maintaining tools and systems (e.g., CPQ software) to streamline the quote generation process.
  • Process Optimization: Continuously improving processes to enhance efficiency and reduce cycle times.

• Cross-functional Collaboration:
  • Engage with all stakeholders that are required to approve a transaction to ensure full understanding and adherence to the approval guidelines.
  • Finance Coordination: Collaborating with the finance team to ensure accurate pricing and discounting, and to maintain margin integrity.
  • Legal and Delivery Assurance: serve as the point of coordination among other functional groups for their participation in the development of proposals and quotes, consistent with the management operating model. Ensure all contractual terms and conditions are defined and acceptable and address any legal concerns.

• Reporting and Analytics:
  • Metrics Tracking: Monitoring key performance indicators (KPIs) related to the deal desk function, such as quote turnaround time, win/loss ratios, and discount levels.
  • Insights and Analysis: Providing insights and analysis to senior management to support strategic decision-making and identify areas for improvement.

• Customer Experience:
  • Responsiveness: Ensuring timely and accurate responses to customer inquiries and quote requests.
  • Clarity: Providing clear and comprehensive quotes to customers, reducing ambiguity and enhancing the customer’s purchasing experience.

 Qualifications:

• Education & Experience:
  • Bachelor’s degree in business; advanced degree preferred.
  • Experience with sales support, to include bid management, deal governance and CPQ.
  • Minimum of 8 years of experience in commercial contracting, with at least 5 years in a leadership position.
  • Proven track record of managing and leading global or geographically dispersed teams.

• Skills & Competencies:
  • Strong business acumen with expertise in relevant technologies for CPQ.
  • Excellent leadership, coaching, and mentoring skills.
  • Exceptional communication, presentation,