Director, Global Deal Desk
New York, New York, United States
Armis is looking for a few of the very best people in their field to join our A-team of big thinkers, doers, movers, and shakers. This unique opportunity truly offers the best of all worlds—start up culture, enterprise level benefits and security, and top pay for the industry. Got your attention yet? Good, keep reading, it only gets better.
Ok, so what exactly does Armis do?
Connected assets are growing at an explosive rate, across every industry and every geo. In today’s world of smart devices and BYOD, these assets come from every direction and are found in every possible environment and industry. And they’re critical to success for every enterprise. And because every single asset represents a very real potential vulnerability, they’re also the last line of defense against today’s sophisticated cyber criminals.
Armis gives companies of every size—across every industry and geo—complete asset visibility, contextual intelligence, and continuous security. We have partnerships and integrations with the planet’s leading tech and cybersecurity players. And we’re building an incredibly smart and diverse global team of thought-leading technologists, creative visionaries and proven game changers who are ready to take Armis to the next level.
The Director of Global Deal Desk will serve as a thought leader, change agent and trusted advisor on a global scale to sales executives, the channel and their teams. They will drive best practice deal structures, aligned with corporate goals for international growth through net-new logo acquisition, existing account penetration and module expansion. This, in turn, will culminate in the attainment of new and the preservation of existing annual recurring revenue and billings, aligned with corporate goals.
This position will own the deal desk function build-out globally, with appropriately scoped personnel needs. This high-visibility role will uphold the Armis value proposition with fiduciary intent, through definition of a negotiation and contractual path to closure in pursuit of an optimal sales close time frame and outcome.
This position will also be pivotal in getting the Deal Desk to the next level of customer service excellence by continuing to foster a Deal Desk culture of change, increased responsibility and greater sales enablement in partnership with Sales, Finance, Revenue Operations, Sales Enablement and the Services organizations.
Responsibilities & Scope:
- Set standards for global Deal Desk operational excellence & uphold this with future team members
- Serve as advisor and approver for non-standard deal structures and negotiation paths
- Deal Desk approver on all contractual documentation
- Serve as a trusted advisor to sales executives and their teams on pricing, product configuration, and business terms to support the sales effort
- Ensure compliance with published sales, finance and business policies
- Lead and partner with the Sales, Revenue Operations and Finance on the design, deployment and support of self-service sales enablement for proposal generation within established guidelines
- Partner with the Revenue Operations on development, launch and reporting of deal performance metrics
- On an ongoing basis, work with business partners to identify process improvement and/or sales training opportunities
- Develop & deliver sales enablement tools (e.g. Product & Pricing FAQ's, Sales Approval templates, etc.) Work with Order Operations to develop best practices for fulfilling non-standard deals
- Work with Channel Operations to ensure predictability in transacting business, to include enablement around Cloud marketplaces: AWS, GCP and FedRamp
- Partner with cross-functional business for deal inception, pricing, negotiation, contracts, closure and reporting
Qualifications & Requirements:
- Minimum 8 years of previous software industry, Deal Desk, Finance, Revenue Accounting, Operations and Pricing experience required; Minimum 5 years of previous Global Deal Desk experience
- Direct experience leading complex contract negotiations and being the subject matter authority on a commercial terms a must
- Strong understanding of software revenue recognition principles, incl ASC606
- Previous experience managing medium to large teams is a prerequisite
- Authorized to work in US
- CPA Preferred
The choices you make in your career journey matter. You want to do interesting work in an important field while also having time to live your life, which is why we place so much value in your life-work balance. Armis sets you up for success with comprehensive health benefits, discretionary time off, paid holidays including monthly me days, and a highly inclusive and diverse workplace. Put your unique experiences and perspective to work in an environment where they will enable you to thrive, grow, and live your life with integrity.
Armis is proud to be an equal opportunity employer. We never discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, age, disability, veteran status, genetic information, marital status or any other legally protected (or not) status. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization.