Senior Deal Desk Manager

Location - 100% Remote based in EST

Who we are:

We are THE Asset Intelligence Cybersecurity Company. Armis specializes in protecting enterprises from the ever-evolving threat landscape. Our innovative platform is designed to discover, monitor, and secure all connected devices within an organization, providing unparalleled visibility and control. With a focus on IoT (Internet of Things) security, Armis is at the forefront of safeguarding businesses against cyber threats.

We See, Protect and Manage all physical and virtual assets, whether they're IT, OT, IoT or medical, from the ground to the cloud. Ensuring that the entire attack surface is both defended and managed in real time.

The role:

Armis is seeking a highly skilled and experienced Senior Deal Desk Manager to join our dynamic and fast-paced organization. As a Senior Deal Desk Manager, you will play a critical role in driving revenue growth by ensuring the successful execution of complex sales deals. Your expertise in deal structuring, pricing strategies, and contract negotiations will be instrumental in maximizing deal profitability and minimizing risks.

This is an excellent opportunity to work in a leading cybersecurity company and make a significant impact on our business growth.

What you will do…

• Serve as the trusted advisor to the US Public Sector Sales teams (Federal and SLED) on deal structure and quoting. Advise the team on alternative contract options, and/or value proposition to help drive deal closure
• Deal Structuring and Pricing: Collaborate with the US Public Sector sales teams to structure complex deals, determining appropriate pricing strategies, discounting, and contract terms to meet revenue objectives while maintaining profitability targets.
• Deal Review and Approval: Conduct thorough analysis and review of proposed deals to ensure alignment with company policies, financial goals, and risk tolerance. Make recommendations to stakeholders, including sales leaders, finance, and legal teams.
• Contract Negotiation: Engage with customers, vendors, and internal stakeholders to negotiate contract terms and conditions, including pricing, discounts, service levels, and other contractual elements. Ensure compliance with legal and regulatory requirements.
• Revenue Recognition: Partner with the finance team to ensure accurate revenue recognition, providing guidance on deal structures and ensuring adherence to accounting principles and policies.
• Process Improvement: Continuously enhance and streamline deal desk processes, tools, and systems to improve efficiency, scalability, and overall effectiveness. Identify areas for process optimization and implement best practices.
• Cross-functional Collaboration: Work closely with sales, finance, legal, operations, and other teams to drive collaboration, resolve issues, and ensure smooth deal execution from initiation to closure.
• Deal Analytics and Reporting: Develop and maintain deal desk metrics and reporting mechanisms to provide insights into deal performance, pricing trends, discounting practices, and deal profitability. Use data-driven insights to identify opportunities for improvement and provide recommendations to sales leadership.
• Training and Enablement: Conduct training sessions for sales teams on deal desk processes, policies, and tools to ensure a deep understanding of deal governance and facilitate smooth deal execution.

What we expect…

• 5 years plus experience in deal desk, sales operations, finance, or related roles, preferably in the software or cybersecurity industry focusing on Public Sector.
• Bachelor's degree in Business, Finance, Economics, or a related field. Advanced degrees or certifications in relevant areas are a plus.
• Deal Structuring Expertise: Demonstrated experience in structuring complex deals, including pricing strategies, contract negotiations, and deal approval processes.
• Financial Acumen: Strong understanding of financial concepts, revenue recognition principles, and familiarity with financial models and metrics used in deal analysis and profitability assessment.
• Analytical Skills: Excellent analytical and problem-solving abilities with the capacity to navigate and resolve complex business challenges. Proficiency in data analysis and utilization of tools such as Microsoft Excel or other financial modeling software.
• Collaborative Nature: Proven ability to work effectively with cross-functional teams, including sales, finance, legal, and operations, to drive consensus and achieve business objectives.
• Communication Skills: Exceptional written and verbal communication skills, with the ability to present complex information in a clear and concise manner to both technical and non-technical stakeholders.
• Detail-oriented: Strong attention to detail and accuracy, ensuring adherence to policies, legal requirements, and contractual obligations.
• Adaptability: Ability to thrive in a fast-paced and rapidly changing environment, managing multiple priorities and delivering high-quality work within deadlines.

We know there is a lot to consider when applying for a new job, and quite often job descriptions provide a lot of detail for candidates… but here at Armis, we strongly encourage you to try to avoid the confidence gap. We don't expect you to meet each of the listed requirements perfectly to be considered for any of our roles.

Salary range guidance for this position is: $130,000-158,000 per year.

The salary range listed does not include other forms of compensation or benefits (e.g. i.e. bonuses, commissions, stocks, health insurance benefits, etc.) offered to candidates. Visit our careers site for more information on benefits at Armis.