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Deal Desk Manager Fireblocks - APAC

The goals and main responsibilities of the Deal Desk function at Fireblocks are to act as the primary commercial partner to Sales, Renewal Management and Customer Success teams. The Deal Desk team will position itself to be experts in driving intended commercial and operational outcomes, ensuring adherence to policies set by company management. The Deal Desk is strategically positioned to be the first point of commercial oversight and support to both standard and non standard deals, being well positioned to own engagements within assigned regions, helping to optimize the related approval process, ensure consistency and accuracy in the applied commercial construct and contract terms, mitigate risks, and maximize revenue value and deal velocity.

We are looking for a trusted advisor and primary commercial partner to our APAC Sales management to work closely with the Sales team on large, complex, standard and non-standard deals, supporting in reviewing contract terms, and commercial structures to get those deals aligned and progressed along as seamlessly as possible. This person will act as a primary point of contact for all the departments and key stakeholders involved in the completion of deals requiring commercial support within the APAC region.

Primary responsibilities

Coordinate Complex Deal Review and Approval: The primary goal of the Deal Desk at Fireblocks is to review and advise on the appropriateness of complex, non-standard deals in a timely manner. This involves assessing the financial viability, strategic alignment, and risk factors associated with each deal and coordinating approval across the required business partner community. By thoroughly evaluating deals, Deal Desk teams ensure that only commercially viable and strategically aligned opportunities are pursued, minimizing the potential for costly mistakes.

Standard Deal Advice and Support: Acting as the key commercial partner to Sales, Renewal Management and Customer Success teams, the Deal Desk team will be expected to support, guide and coach the Fireblocks customer facing teams in helping to structure standard deals and where required, outline crucial Service terms and conditions and related policies that will impact the commercial structure of each deal.

Independent Commercial Perspective: The Deal Desk team has the knowledge and experience from participating in a large number of deals and are therefore armed with advanced pricing and value proposition insight. This experience enables the Deal Desk to be able to provide an independent perspective on industry trends, customer use cases and application of the most effective pricing models, and discounting strategies across many deals.

Contract Management: The Deal Desk team is responsible for ensuring that commercial contract terms and conditions accurately reflect the agreed-upon terms. This includes negotiating and finalizing commercial contracts, managing Order Form templates, and where appropriate ensuring compliance with legal and regulatory requirements. By maintaining accurate and standardized Order Forms and acceptable fallback terms, the Deal Desk team is responsible for mitigating legal and financial risks and establishing a strong foundation for successful customer relationships.

Risk Mitigation: The Deal Desk team plays a critical role in assessing and mitigating risks associated with deals. This involves evaluating factors such as creditworthiness, commercial terms, potential legal issues, and other risk factors. By identifying and addressing risks proactively, Deal Desk teams protect the organization's interests and minimize the likelihood of future disputes or financial losses.

Deal Metrics and Analysis: The Deal Desk team tracks and analyzes key deal metrics to identify trends, patterns, and areas for improvement. This includes analyzing, deal velocity, average deal size, average selling price and other key performance indicators. By leveraging data and insights, Deal Desk teams provide valuable feedback to sales teams and help optimize sales processes and strategies.

Sales Enablement: The Deal Desk team serves as a resource for the Sales teams, providing guidance, training, and support throughout the sales cycle. Deal Desk help sales teams navigate complex deal structures, pricing models, and contract negotiations. By equipping sales teams with the necessary knowledge and tools, Deal Desk teams empower them to close deals more effectively and efficiently.

Cross-functional Collaboration: The Deal Desk team collaborates closely with various departments, including Sales, Finance, Legal, Product Development, Product Marketing and Operations. By fostering effective communication and collaboration, the Deal Desk team ensures alignment and coordination across functions, enabling faster, smoother deal execution and a more intuitive customer experience.

To be a Deal Desk Manager at Fireblocks you will need to have

• 5+ years of proven success as a Deal Desk manager or other direct sales support role.
• Degree or equivalent qualification in Finance or Accounting.
• Experience with Salesforce and CPQ.
• Strong understanding of software revenue recognition and order process principles.
• Strong experience working with software enterprise sales and renewal management teams.
• Excellent team player and effective communicator with all levels of management and cross-functional organizations.
• Strong business acumen, strong reporting and analytics, troubleshooting, problem-solving, and project management skills.
• Experience with deal pricing, strategy, contracting, and customer negotiations.
• Highly organized, customer-focused, innovative and strong attention to details.
• Ability to multitask and prioritize at times of high volume, schedule flexibility during End of Month, End or Quarter.