Deal Desk Manager - Government

About the Role:  In this opportunity as an Deal Desk Manager, you will be responsible for:     

• Manage a team of Deal Desk associates who focus on enabling/coordinate deals through the internal process to support effective/compliant deal execution.
• Lead structuring the complex/strategic deals in a way that TR can provide the best customer experience and supporting devising negotiation options and tactics for those customers.
• Serve as the trusted advisor and the go-to person for to the Sales/ Business Segment teams for solving complex commercial challenges and enacting deal strategy through the deal process.  
• Work with business segment/product/marketing/pricing & commercial teams to understand GTM strategy and ensure operating mechanisms are in place within the deal desk to execute those strategies. 
• Coach Sales / Business Segment teams on changes in processes, policies, and best practices to improve performance and release Sales capacity to focus on core Sales activities.    
• Identify and prioritize projects with cross-functional teams that support/improve the execution of closing the right deals for TR.
• Ensure Sales teams are operating within the Rules of Engagement and Commercial Policy, directly partnering with cross-functional teams to driving governance, compliance, and efficiencies through simplification/standardization/systematic and automated solutions. 
• Provide feedback/insights back to teams/functions that support the commercial activities including Pricing, Commercial Policy, legal teams which support adjustments in commercial activities and / or commercial policy and contracting.
• Identify, scope, and deliver process and systems changes that improve operational efficiencies for the sales cycle.   
• Work confidently in a dynamic/matrix/complex environment, adapting and seeing change as positive to improve deal flow.
• Lead change management activities to evolve key stakeholders, functions mindsets that enable sales cycles to be more efficient and effective.
• Serves as a coach and mentor to other team members, assisting with onboarding, day-to-day training, coaching, and collaborating to solve business problems. 
• Understand end-to-end processes across OTC and serve as an expert on the roles and responsibilities of cross-functional support teams, resulting in accelerated resolution of issues and drive improvements to the sales cycle.  
• Set up program management issue resolution process across front and back-office teams, drive to root cause resolution for the sales cycle, enable additional knowledge enhancement for gaps and ensure the right expectations are set across key stakeholders and functional groups.
• Drive to a culture where decisions are made on data and to deliver the reporting tools that is needed to support that change in mindset.
• Engage directly with segment leaders and customers as necessary through both written and verbal communications, to ensure optimized deal flow.

About You:

• Bachelor’s degree or equivalent experience, MBA preferred.
• 6+ years of professional experience in a deal desk/client facing or sales support role.
• Experience in supporting or managing government deals/contracts and those negotiations

• Solid experience across the sales cycle, customer contracting, leading/managing complex projects.
• Solid back ground in SaaS and content products, commercials and sales cycles.
• Excellent interpersonal skills i.e. communication, influencing, problem resolution etc...
• Excellent partnership skills with a proven track record working across different functional groups, at all levels of the organization, in different regions with different cultures where face to face opportunities is minimal.
• Comfortable with change and uncertainty, with the ability to thrive in a fast-moving environment.  
• Ability to learn quickly, adapt in a dynamic and collaborative environment.  
• Ability to work in complex matrix environments as a team member or as a single contributor.
• Ability to effectively evolve the status quo and enhance working practices.
• Focus on delivering and executing against agreed OKR’s
• Works effectively in a high stress and pressured environment and to tight deadlines.
• Strong business acumen, organizational, time management skills with attention to detail
• Proficient with Google and Microsoft Office products  
• Experience with Salesforce, order capture, SAP and Oracle is a plus.  
• Ability to establish and manage effectively process/systems that support high volume of transactions with accuracy and integrity.

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