Director, Deal Desk - Americas
Description
It’s an exciting time to be at Infoblox. Named a Top 25 Cyber Security Company by The Software Report and one of Inc. magazine’s Best Workplaces for 2020, Infoblox is the leader in cloud-first networking and security services. Our solutions empower organizations to take full advantage of the cloud to deliver network experiences that are inherently simple, scalable, and reliable for everyone. Infoblox customers are among the largest enterprises in the world and include 70% of the Fortune 500, and our success depends on bright, energetic, talented people who share a passion for building the next generation of networking technologies—and having fun along the way.
We are looking for a Director of Deal Desk to join our Commercial Finance team in Tacoma, Washington, or anywhere in the U.S., reporting to the worldwide leader of Commercial Finance. In this hybrid or remote role, you will lead the established Americas Deal Desk team and stand-up our new Deal Financial Services program. You will also partner closely with the Americas Sales SVP to support corporate go-to-market (GTM) objectives. The Deal Financial Services (DFS) is a forward-thinking approach to Deal Desk for our top major accounts. The charter for DFS, partnering with the Value team, is to proactively structure Daybreak conversions based on the customer’s install base, unique value proposition and business case/TCO.
You are the ideal candidate if you thrive on making an impact in a fast-paced organization, combining your commercial savvy and your desire to coach others how to structure and price deals to grow our business.
What you’ll do:
- Lead and mentor the Americas team of Deal Desk managers, providing guidance on complex deal structures, pricing negotiations, TCO analysis, conversions/migrations, and contract terms
- Assist with complex contract negotiations, including customer facing, and manage the approval process, including liaising with involved internal groups such as Legal, Finance, etc
- Partner, in a trusted advisor capacity, with the Americas Sales SVP to offer insights on deal economics, pricing models, and competitive positioning
- Develop and implement scalable processes for Deal Financial Services and lead the execution of the program in the Americas
- Lead and/or assist special projects and initiatives within Deal Desk remit or cross-functional projects within quote to contract workflow
- Own the quote approval process for the Americas
What you’ll bring:
- 5+ years of leadership in a Deal Desk or business value role with overall 15 years of experience and Proven experience in modernizing deal strategies, deal structures, and transitioning licensing models
- Proven experience leading and influencing at various levels across an organization to drive outcomes
- Solid knowledge of software licensing and customer-facing negotiations
- Superior analytical background with solid problem-solving skills
- Highly effective communication skills, both written and verbal
- Ability to explain concepts clearly and credibly across all levels of the organization
- Ability to identify variables, risks, and opportunities within a deal and influence the deal with your recommendations
- Adept at thinking on your feet and adjusting to ambiguity
- Bachelor’s degree required; MBA preferred
What success looks like:
- Understand our GTM commercial strategy for the FY25-26 tech refresh program
- Act independently as the leader of the Americas Deal Desk team
- Establish execution model of the Deal Financial Services program
After 6 months, you will…
- Independently lead the execution Deal Financial Services program
- Independently lead the execution of our FY25-26 tech refresh program
- Drive enhancements to the FY25-26 tech refresh program
We’ve got you covered:
In the spirit of pay transparency, we are excited to share our compensation philosophy. At Infoblox, we believe in paying for performance. You can expect our employment offers to take many factors into consideration, including but not limited to the location of the role, internal equity, applicable experience, individual skill set, education, and professional certifications. Please keep in mind that the range mentioned is the base salary range for the role. The typical base salary range for this position in Washington is $195,000 - $235,000, plus corporate bonus potential.
Our holistic benefits package includes coverage of your health, wealth, and wellness—as well as a great work environment, employee programs, and company culture. We offer a competitive salary and benefits package, including a 401k with company match and generous paid time off to help you balance your life. We have a strong culture and live our values every day—we believe in transparency, curiosity, respect, and above all, having fun while delighting our customers.
Speaking of a great work environment, here are just a few of the perks you may enjoy, depending on your location… Onsite massages, clubs, farmers market, and fitness classes
- Delicious and healthy snacks and beverages
- Electric vehicle charging stations
- Outdoor amenities, seating, and courtyard BBQ
- Dog park and pet-friendly programs
- Newly remodeled offices with state-of-the-art amenities
Why Infoblox
We’ve created a culture that embraces diversity, equity, and inclusion and rewards innovation, curiosity, and creativity. We achieve remarkable results by working together in a supportive environment that focuses on continuous learning and embraces change. So, whether you’re a software engineer, marketing manager, customer care pro, or product specialist, you belong here, where you will have the opportunity to grow and develop your career. Check out what it’s like to be a Bloxer. We think you’ll be excited to join our team.
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