Sr. Manager - Deal Desk

Santa Clara, California

Who We Are:

 

Malwarebytes is the next-gen cybersecurity company that millions worldwide trust. Malwarebytes proactively protects people and businesses against dangerous threats such as malware, ransomware, and exploits that escape detection by traditional antivirus solutions. The company’s flagship product combines advanced heuristic threat detection with signatureless technologies to detect and stop a cyberattack before damage occurs. More than 10,000 businesses worldwide use, trust, and recommend Malwarebytes. Founded in 2008, the company is headquartered in California, with offices in Europe and Asia, and a global team of threat researchers and security experts

We’ve created a fantastic culture that our employees love and were recently named in the top 10 of Fortune Magazine’s “Great Place to Work” list.   We’re growing fast and are looking for some great people to join us.

 

 

Who We Need:

 

Malwarebytes is looking for a Sr. Manager for our Deal Desk to join us in Santa Clara, CA. You will report to the Senior Director, Sales Operations. In this role, you will lead the Global Deal Desk and partner with other internal stakeholders to develop best practices for fulfilling non-standard deals in the areas of Deal Process and Deal Structure. Your primary responsibility will be to streamline and optimize the deal creation process. You’ll be responsible for developing, implementing, and managing a programmatic framework for customer buying programs, discounting framework, and customer win or loss analysis to lead a repetitive deal construction model. You will work cross-functionally with Malwarebytes’ Finance, and Legal organizations to accomplish these goals.

 

 

What You'll Do:

 

  • Ensure compliance with published sales and business approval policies; be a sales advocate and partner to internal organizations to understand complex sales issues
  • Work with teammates and management to identify process improvement along with Sales Enablement and Education opportunities (e.g. product and pricing FAQs, sales approval templates, etc.)
  • Spearhead a cross-functional process re-engineering effort for the opportunity to order cycle, which is where deals are constructed including the policy and systems aspects of this cycle; review and rebuild key items like the discounting framework, non-standard aspects, multiple touch points and end-to-end workflow, removing barriers and bottlenecks and points of friction, delegation of authority
  • Serve as a trusted adviser to sales on Enterprise Deal Structuring and be hands on with the construction of transactions (i.e. quoting and pricing, product configuration, and business terms to support the sales effort)
  • Advise sales on objection handling techniques, alternative contract options, proposal management, and value propositioning to help guide deal closures
  • Coordinate and program manage with product teams, Finance, and Legal to guide process improvements for competitive deal construction, complex deal support, and streamlined deal workflow via opportunity monitoring and control
  • Collaborate with impacted parties to identify acceptable options to facilitate deal closures
  • Work cross-functionally with Malwarebytes product teams, field teams, Finance, and Legal to develop and enhance strategic customer buying programs that are designed to fit the purchasing needs of different customers (i.e. Enterprise Subscription Agreement Programs, Site Licenses, etc)
  • Perform deal data and deal flow analysis to assess deal desk performance, guide metrics used to manage service level expectations with sales and customers and collection and proliferation of business insight (e.g., win/loss data)

 

 

Skills You'll Need to Have:

 

  • 10 years in a leadership or management role leading high-performance, customer-facing teams
  • Solid process background
  • Business knowledge and skills to engage business leaders on business terms and deliver business solutions
  • Empathy for customers and passion for revenue and growth
  • Outstanding verbal and written communication skills with excellent presentation skills
  • Analytical and problem-solving skills and the ability to apply a quantitative approach to measuring customer experience, product usage, and customer satisfaction to guide improved performance
  • Deep financial and operational understanding of value drivers in recurring revenue business models
  • Customer service focus, including the ability to deliver multiple priority projects with high customer satisfaction in a rapidly changing environment
  • Bachelor’s degree in a technology or any analytical discipline; graduate degree in management is a plus
  • Knowledge of cybersecurity solutions and SaaS solutions is an advantage
  • Combined background of services and sales or sales experience is ideal
  • Experience with software subscription models is a plus
  • Hands on experience with Salesforce CPQ is a plus.

 

 

What We Offer:

 

  • An opportunity to do something great for yourself and the world
  • A great work environment that supports growth and development
  • Competitive compensation and benefit packages
  • 401(k) matching program
  • Open time off policy
  • Stocked kitchen with healthy (and some unhealthy) drinks, snacks, fruit and lunch options
  • A company who enjoys having fun; holiday and summer parties, sporting events and lots of other great stuff

Apply for Sr. Manager - Deal Desk

Malwarebytes is an equal opportunity employer. Malwarebytes does not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law. It is Malwarebytes' policy to comply with all applicable national, state and local laws pertaining to nondiscrimination and equal opportunity.