Senior Manager, Global Deal Desk - AMER

Location: AMER

We are seeking a Senior Manager, Global Deal Desk to oversee the management of non-standard deals across our AMERICAS region. The ideal candidate will drive deal design oversight/support to achieve Rubrik’s growth & GTM targets while also ensuring process efficiency, quality assurance, and operational + commercial compliance. This role requires a consultative business partner who can align with both sales and x-functional stakeholders to deliver optimal deal structure(s) and pricing responses for our customers. 

As a global team member, this role will act as AMER escalation point on deal exceptions, addressing global GTM structuring issues and upleveling our team by promoting best practices and deepening business insight. This person will be a key regional steward, serving as a trusted advisor to Sales while leveraging scalable processes and tools to efficiently support our growing book of business.  They will promote a service-oriented support model in finding the best commercial solutions while also ensuring compliance, preservation of Rubrik’s long-term business value and driving continuous improvements. 

What you'll be doing:

• Own the business - Review deal financials, business trends, pricing and business risk while maximising value to Rubrik

• Build, lead, and develop a high-performing team of Analysts/Sr.Analysts/Leads who can balance strong commercial judgment, financial/risk analysis, and effectively navigate ongoing change management.
• Coach the team to operate as strategic & consultative advisors to the field
• Create playbooks, training, and enablement that improve handling effectiveness and reinforce best practices in deal formation.

• Define and scale AI-enabled workflows to simplify day-day administration & analyst productivity, deal quality, benchmarking consistency, and speed across the deal lifecycle.

• Oversee the providing of discount, margin guidance and deal structuring advice based upon understanding of overall deal portfolio, business strategy and competitive situation
• Effectively resolve and champion conflicts arising between internal operational processes and customer needs. Ensure appropriate expertise, review and approvals are applied to the execution of all sales documents. Provide diagnosis, analysis on key issues and consultatively ensures optimal results.
• Create effective cross-functional and cross-organisational communication and teamwork by partnering with Revenue Accounting, Legal, Delivery, Sales and other internal corporate groups
• Works on issues that impact design/selling success or address future concepts, products or technologies. Creates formal networks with key decision makers and serves as external spokesperson for the organisation
• Exercises broad latitude in determining objectives and approaches to critical assignments
• Drives needed enablement content & leader level presentations.

Ideal background:

• 8-10+ years software industry experience (Deal Desk, Finance, Sales/GTM Operations experience preferred). 2+ years people management experience required.
• Complex deal structuring & negotiating SME. Drives simplification and continuous improvement across processes
• Good judgment in proactively identifying/addressing common objections, planning in advance + proposing acceptable solutions
• Must be a self-starter with strong organisational, excellent follow-through and accompanying project/change management skills. Can navigate confidently in a fast-moving & ambiguous environment.
• Detail oriented, energetic professional who is a team player with excellent verbal/written communication skills. 
• Comfortable handling high-pressure situations and navigating difficult conversations with diplomacy. Strong x-functional partner to supporting teams (RevAccounting, Order Management, Channel ops team, Legal, Pricing/Packaging)
• Solid understanding of CRM/SFDC tools & change management process as well as familiarity with financial modeling/analytics such as Tableau.
• Excellent analytical and reporting skills to promote data driven decision making
• Strong sense of ownership/accountability. 

Our team rolls into Finance & business operations who manage analyzing financial data, developing forecasts, and providing strategic insights to support key decision-making within Rubrik. Our end goal is to help drive the overall financial performance of the organization and support business goals and objectives.

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