Job type full-time
Full job description
Preference will be given to candidates based in one of our major north american offices (vancouver, bc, san jose, ca, austin, tx, seattle, wa), but we will also consider remote candidates across north america.
Absolute software is looking to recruit an experienced professional to create and run a new global deal desk function at the company – while managing and mentoring two deal desk analystsReporting to the company’s vice president of commercial operations and based at absolute’s global headquarters in vancouver, bc, the newly created position of director of deal desk (the “director”) will play a pivotal new role supporting the company’s strong continued growth and driving a scalable and efficient customer contracts operation and ecosystem.
Along with the vp of commercial operations, this director is intended to be the subject matter expert and company lead on the daily management and facilitation of executing customer sales contracts with the company’s sales team, and coordinating and collaborating with internal stakeholder organizations such as legal, accounting, sales ops and finance.
This role requires an in-depth knowledge of and passion around deal structuring, enterprise customer sales contracts, public company revenue policies, and product pricingThe director will also be responsible for engaging cross functionally to manage performance through accurate information on deal particulars, analyzing deal risk and obtaining necessary executive approvals for out-of-policy transactionsKnowledge of and experience with industry-typical contracting tools and systems (exCrm, clm, workflow, document management, etc.) is also desired.
Importantly, the director will play a key leadership role in the overall cfo organization around change management, process and controls improvement, scaling operations and infrastructure, and developing a team of professionals.
Create and manage the day-to-day activities of a leading digital-centric deal desk function engaging around efficient online tools and processes to remove friction and focus efforts on value-driving activities around the company
Play a key role as a leadership member of the commercial operations group (and large cfo organization) – enabling employees to be autonomous and proactive in their roles, as well as understanding individualized career plans to work with employees on how absolute can support their interests
Build out a scalable rfp function and improve our day-to-day processes and systems
Serve as a trusted adviser to the global sales organization on pricing, customer contract configuration and business terms to support the sales effort
Advise sales on objection handling techniques, alternative contract options, and/or value propositioning to help drive deal closures
Collaborate with impacted parties to identify acceptable options to facilitate deal closures
Work with teammates and management to identify process improvement and/or sales training opportunities
Develop and deliver sales enablement tools (e.gProduct and pricing faqs, sales approval templates, etc.)
Work with sales management to develop best practices for fulfilling non-standard deals
Provide first line deal support to sales for deal desk escalations and advanced deal structures
Be empowered to be the executive to approve certain customer contracts and transactions
Interact with internal stakeholders, including legal, sales operations, sales finance, accounting, compliance, and other functions
Design and deliver training content, establish performance goals and objectives for the team, design/implement process, and policy
Ensure compliance with published sales and business approval policies
Be a sales advocate and partner to internal organizations to understand complex sales issues and drive company business
Ensure that transactions adhere to the company’s internal revenue recognition policies and operational guidelines
Prepare in-quarter deal status and function execution with monthly communications to senior management
Manage quarter-end close meetings to effectively manage resources and provide visibility to quarterly bookings results
Monitor sales quotes to ensure:
Contracts and schedules are complete
Pricing and products included are in line with corporate strategy for bundling and net price targets
Price points are maintained to comply with floors, accounting guidelines and revenue recognition compliance
Missing data and documents are identified, and corrections suggested, with follow-up to ensure compliance
Engage with enterprise salespersons to accelerate and execute closing of opportunities
What you will need:
5+ years of experience with enterprise customer sales, preferably in the software industry; high-growth, multi-national company experience with $100m in annual revenues preferable
Experience with software revenue recognition principles highly desirable
Strong experience in contract/legal negotiations with enterprise customers and working as a part of or with enterprise sales teams and/or back-office teams that support sales, such as finance, legal order fulfillment and compliance
Must be a self-starter, highly analytical, with sound decision-making skills
Strong interpersonal skills: the ability to build relationships, a good listener with outstanding interpersonal influencing qualities and a natural, effective consultative style
Ability to respond to, prioritize effectively and meet deadlines while maintaining the highest of standards for completeness and accuracy
Effective and decisive under pressure
Independent/flexible problem-solver with ability to positively cope with change
Ability to effectively operate in a fast-paced team environment
Strong technical and analytical skills
Excellent time and project management skills – can coordinate multiple projects simultaneously in a high-paced business culture
High-energy, passionate leader who is focused on improving things and making a difference
Why work for us?
Headquartered in vancouver, canada with international offices in san jose - ca, boulder - co, ankeny –ia, austin - tx, reading - uk and ho chi minh city - vietnam, absolute serves as the benchmark for endpoint resilience, ensuring connectivity, visibility and control, independent of the operating system – embedded in more than a billion endpoints, we empower devices to recover automatically from any state to a secure operational state without user interventionOur unique value supports our aspirational journey - to become the world’s most trusted security companyNothing short of bold, and nothing less than achievable for this teamWhether it’s our commitment to the cybersecurity industry, our customers, or to one another, we are relentless about protecting people’s devices and the sensitive information found on themAnd those common goals foster a work environment where collaboration, big ideas and world-class execution are rewarded with success through our mantra of one team | one numberAt absolute, we incorporate the ideals of resilience in all we do to safeguard our customers’ data and information, so they can focus on saving lives, fighting fraud, moving markets and protecting passengers, to name a fewOur innovation journey has blossomed from within, so we foster that mindset by investing in our employees – fueling our employee’s creative expression, and resulting in our own cyber capabilitiesOur momentum is palpable – forbes noticed us too and recognized absolute as one of the top-10 cybersecurity companies to watch in 2019 and 2020The new reality of remote work and distance learning has further connected our teams and our passion to drive to solve our customers challengesWe pride ourselves on our agile, high energy culture that rewards exceptional achievements and the contributions of those passionate about our collective growth and successWe also respect the need for downtime and believe in a sound work / life balance, reflected in our ‘take what you need’ vacation policy and our annual employee retreat where it’s all about friends and familyTo learn more about absolute, visit our website at www.absolute.com or visit our youtube channelAbsolute is an equal opportunity employer.
Job type: full-time
Work location: multiple locations