Key skills
CSalesforceLeadershipCommunicationNegotiationSales
About this role
We are looking for a Deal Desk Director to be a part of our World Wide Revenue Operations team at Azul. Reporting into the SVP of Revenue Operations, the Deal Desk Director will partner with our Global Sales Organization to provide direct support and guidance in all commercial aspects of deals including; enforcing contracting standards, navigate non-standard terms, facilitate complex deal structures, and work cross-functionally with Finance, Legal, and Leadership.
Who we are looking for: We are looking for a Deal Desk Director who has been part of a high performance, high tech subscription-based company, and has a proven track record of supporting a global organization in all aspects of deal negotiation and deal compliance.
Who we are looking for: We are looking for a Deal Desk Director who has been part of a high performance, high tech subscription-based company, and has a proven track record of supporting a global organization in all aspects of deal negotiation and deal compliance.
What you'll will do (aka the Responsibilities):
- Serve as the point of contact and subject matter expert on reviews of Azul Order Forms including requests to add specific terms to customer order forms and commercial quotes (direct and channel sales)
- Define, manage, and enforce Azul’s deal approval matrix and policies, troubleshoot deal issues and escalate them to management as appropriate.
- Coordinate and partner with cross-functional teams including Finance and Legal to identify, review and address revenue recognition matters for non-standard deal structures.
- Coordinate and partner with cross-functional teams on review and, as appropriate, negotiation of Azul’s subscription agreements.
- Train, advise, and assist Azul’s sales team to ensure adherence to Azul’s deal processes and policies, pricing, quoting, on-boarding best practices.
- Craft, coordinate, and escalate approval requests for non-standard commercial terms or requests that fall outside of Azul’s standard approval matrix protocols.
- Develop an in-depth understanding of Azul’s subscription business model, services and product offerings and recommended appropriate contract structures.
- Provide monthly, quarterly, and adhoc analysis of pricing and discounting practices.
- Define business processes and own system processes related to Deal configuration, pricing, and quoting.
What you'll bring (aka the Requirements):
- Strong written and verbal communication skills and be able to clearly and effectively articulate Azul’s value and business practices
- Organized, detail and process oriented
- Flexible and supportive in a fast moving and changing environment
- Self-starter, willing to take a leadership role in driving initiatives in support of building out a complete and comprehensive Deal Desk function.
- Manage multiple tasks and use good judgment in resolving difficult issues
- Ability to coordinate Azul cross department resources to execute a complex sales strategy and deals structure.
Your Education & Experience:
- BA/BS or equivalent preferred
- 10+ years in Accounting, Sales Operations, or order management
- Specific experience leading a Deal Desk function
- Demonstrated expertise in providing sales support to multiple levels and working with Sales, Executives (C-Level), and customers.
- Demonstrated experience driving non-standard contracts to closure.
- Must have experience in SalesForce.com
- Must have experience with quoting tools