Job Summary

This role is for a highly experienced Business Manager who will lead the Deal Enablement function for North America Sales teams and accounts, providing critical support across all aspects of the deal process, including deal structuring, pricing/discounting, and business approvals. This is a challenging position in a fast-paced environment, with the opportunity to directly impact the sales organization's effectiveness and success.

The successful candidate will have an operational execution and cross-functional team leadership background with demonstrated experience in supporting a team-based approach, developing strategies, implementing programs, and supporting business practices to facilitate the entire Deal life cycle.

Essential Functions

The Business Manager Team is responsible for the process and field execution to support the deal life cycle in our geographies. The team’s objective is to deliver a comprehensive, consistent, and scalable process, with increased visibility and focus on large, complex, or strategic deals to increase the probability of success while maximizing the revenue and profitability of the solutions sold and ensuring compliance with corporate policies.

The candidate must have demonstrated the ability to work with multi-organizational teams composed of individuals from Sales, Finance, Services, Legal, Operations, and Product Management. They must be proactive in nature and have a strong capacity to work independently. They should exhibit attention to detail as well as excellent communication and interpersonal skills.

Key Responsibilities

Serve as a trusted advisor and partner to Field Sales Management on pricing, deal construction, and business terms to support the sales effort in key accounts.

Serve as point for Sales and Area/Geo Deal teams by overseeing the key stages in the process:

• Deal or Contract Pricing: Setting deal/pricing structure and price to win, optimizing economics/ margin strategy, issue resolution, risk mitigation, financial and legal compliance with internal processes/policies, completion of opportunity summary material, and mid-term guidance on complex subscription add-ons, amendments, and renewals.
• Review and approval: Up through the necessary organization levels based on deal economics, complexity, non-standard business terms, etc.
• Process Improvement: Help the Keystone Business team establish policies and best practices. Partner with Sales, Management, and cross-functional groups to identify opportunities to streamline and improve the overall Business Desk and Deal Enablement processes. Support Area communication/training regarding processes, deal review triggers, etc.

As the subject matter expert, guide Sales and cross-functional partners in all aspects of the Deal Review/Contract Pricing processes.

Be a sales advocate/partner for internal organizations to understand complex sales issues, customer, and/or competitive trends.

Job Requirements

• Must be analytical with sound decision-making skills
• Excellent verbal, presentation, and written communication skills
• Proficient with financial metrics used in Deal economics analysis
• Attention to detail with the ability to understand the big picture
• Demonstrate good judgment in solving problems as well as identifying problems in advance, and proposing solutions; skilled in issue/risk management
• Personable, professional, solid business acumen, ability to both partner with and lead individuals from cross-functional teams, and interact effectively with all levels in the organization
• Hard-working, ambitious, and resilient; proactive, with a sense of urgency
• Confident self-starter, able to work in an ambiguous environment where the overall process is evolving
• Ability to prioritize and manage deal activity to meet customer and/or sales deadlines

Education

• Typically requires a minimum of 12 years of related experience
• A BS/BA Degree is preferred
• Proficient with Microsoft Office (Excel, Word, PowerPoint) and CRM Systems
• Demonstrated ability to have completed multiple complex technical projects

Compensation:

The target salary range for this position is 158,100 - 204,300 USD. The salary offered will be determined by the candidate's location, qualifications, experience, and education and may be outside of this range. Final compensation packages are competitive and in line with industry standards, reflecting a variety of factors, and include a comprehensive benefits package. This may cover Health Insurance, Life Insurance, Retirement or Pension Plans, Paid Time Off, various Leave options, Performance-Based Incentives, employee stock purchase plan, and/or restricted stocks (RSU’s), with all offerings subject to regional variations and governed by local laws, regulations, and company policies. Benefits may vary by country and region, and further details will be provided as part of the recruitment process.