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Deal Desk Manager



Posted on Thursday, June 27, 2024

About Us:

SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.

We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!

What we are Looking for:

We are looking for a dynamic Deal Desk sales partner that has industry experience in software security or similar space and is passionate about helping drive top-line revenue through creative deal strategies and building new approaches from the ground up. Geographically, this role will be responsible for supporting our APJ Sales Region, with a focus on SAARC, and will be part of the Global Deal Desk team. The ideal candidate has experience on both deal pricing and structuring but also has the ability to collaborate on deal management strategies and rollout processes to support those strategies, specific to the varying regional requirements. This person is also passionate about enabling our Sales teams as well as enabling our business partners to remain highly productive. Experience building strong business partnering relationships with Sales, Legal, Product Management, and Finance is a must.

Key Responsibilities

  • Proactively support APJ and SAARC Sales teams navigate all deal-related matters to help find quality solutions to complex deal challenges including providing pricing guidance and compliant deal structure alternatives to achieve synergy between customer requirements and commercial viability for S1
  • Lead varying GTM objectives and drive pricing strategy, consistently
  • Work independently and take lead in driving daily and regional improvements
  • Coordinate with stakeholders to seek inputs for complex deals including working closely with Finance and Legal on non-standard deals
  • Lead Region price trending analysis to uncover Regional and competitive price trends
  • Be an active member of the Sales team supporting all team members globally while maintaining a strong service level
  • Collaborate among Global counterparts to ensure consistency and vigor around processes
  • Review and approve APJ quotes that align to the Deal Desk authority levels
  • Continuously work with the broader Revenue Operations teams to improve deal management processes across Deal Desk, Sales Operations, Channel Operations, and Orders

Skills & Experience

  • + 5 years of experience supporting Sales in a deal pricing, structuring, and support capacity
  • Ability to influence Sales teams and build strong collaborative relationships across multiple functions
  • Ability to listen to the needs of the Field, problem-solve to find quality solutions, and escalate as needed
  • The startup builder mentality of not only working on deals but also setting up deal management strategies and processes for scale to support future growth
  • Curiosity to go beyond the basics to really understand GTM strategies and products in detail to ensure deal management strategies and processes are aligned
  • Self-motivated and the ability to show initiative and follow through on tasks and assignments
  • The ability to work with Revenue Accounting & Legal to understand revenue guidelines and ensure deals are structured accordingly
  • Strong verbal and written skills with an emphasis on the ability to summarize and translate complex needs of the field
  • Bachelor degree in Finance, Management, Technology or Economics or equivalent work experience; MBA a plus
  • Required experience with G-Suite,, Excel modeling; experience with NetSuite and advanced business analytics tools (like Tableau) a plus

SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

SentinelOne participates in the E-Verify Program for all U.S. based roles.