Head of Deal Desk

Blue Prism is the global leader in intelligent automation for the enterprise, transforming the way work is done. At Blue Prism, we have users in over 150 countries in more than 1,800 businesses, including Fortune 500 and public sector organizations, that are creating value with new ways of working, unlocking efficiencies, and returning millions of hours of work back into their businesses. Our Digital Workforce is smart, secure, scalable and accessible to all; freeing up humans to re-imagine work.

To understand more about Blue Prism’s intelligent automation click here. You can also visit http://www.blueprism.com/ and follow us on Twitter @blue_prism, LinkedIn and Instagram @blueprismofficial. Or have a look at our YouTube page for further insights about Blue Prism.

We're looking for a Head of Deal Desk to work closely as a business partner with the Americas sales Leadership and wider organization. The position will report to our Global Head of Deal Desk. This person is a key enabler of deal formation and execution with a focus on minimizing sales cycle times while optimizing revenue, profitability and/or market share.

The Americas Head of Deal Desk will assist with constructing deals and accelerate decision making by proactively facilitating reviews, escalations and approvals.

The role

• Key member of the Americas Sales Operations team driving operational alignment across key functions of the business.
• Responsible for Deal Governance to operate within the discount limits and exception handling process.
• Take the lead on customer negotiation of commercial terms for complex deal structures on behalf of Blue Prism in the Americas
• Accountable for development and ongoing evolution of non standard pricing models, appropriate to the region, notably:
• Support sales campaigns in critical customer meetings to support closure of complex deals
• Identify, build and implement commercial structures as appropriate to support Americas General Manager and Sales Leaders in execution of corporate goals - examples include:
• Build expertise and analytics around discounting benchmarks to assist with deal pricing.
• Actively participate in all regional deal reviews.
• Monitor the ongoing business environment to ensure competitive pricing/market position and direct the development and analysis of pricing models and projections.

• Guide Americas Sales Leadership team on deal structuring in a way that maximizes ARR, operating at the same cadence and urgency as the field.

• Consumption based models
• Burst / Short term Capacity

• Enterprise Licence Agreements (ELA’s).
• Growth models

• Offer expertise and assistance in the construction of quotes and order forms, help with drafting special terms and commercial terms.
• Work closely with Global Head of Sales Reward to ensure compensation strategy is aligned to business objectives.
• Ensure end-to-end operational support for the Americas business, providing Legal, Accounting and Product support and coordination when needed.
• Working with the Americas Sales Operations and Enablement teams, create and deliver the ongoing sales enablement plan for the region to ensure Sales, Services, Customer Success teams are all fully aligned and optimized.
• Build reports and dashboards to assist regional management while ensuring global reporting and analytics integrity.

• Answer questions around deal structure and approval process.

• Develop a strong understanding of Blue Prism’s business model and product offerings.

• Drive early customer engagement around deal structuring, key levers and negotiating tactics.