Mgr, Sales Operations
Symantec - New York, NY

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In this position, the individual will be part of the Deal Desk team, supporting NAM Sales in conducting good, profitable business – balancing performance and compliance. The successful candidate should be able to:
Perform comprehensive deal review on high risk/high complex deal to determine and understand profitability/margin to advise sales management on impact to geo objectives. May approve or reject on behalf of sales management
  • Early engagement and assessment of high risk/high complex deals.
  • Develop, implement and track the success of cost and discounting models to drive & support the Deal Structuring & Review activities driving improved economic results.
  • Develop Sales guidance/models that optimize customer lifetime value and deal approval and determine deal ‘walk away’ values.
  • Provide metrics & results that chart success of the cost models and discounting activities on revenue and/or regional and geo objectives.
  • Ongoing review of high value and complex business for opportunities for continued improved financial effectiveness and process improvement.
  • Review discounting behaviors and trends across segment and products to understand factors (such as incorrect pricing) that is causing deal discounting inefficiencies. Act as intermediary to Strategy to flag issues to drive longer term pricing fixes.
  • Responsible for building a discounting framework for the EMEA business.
  • Establish equitable/consistent approaches to discounting that reward customer investment and drive revenue growth.
  • Segment agnostic ie work covers all Symantec business types (software, hardware, SaaS and Services) and segments.
  • A key contributor in deal review cycles, primarily focused on high risk/high value.
  • Partner to VP/SVP providing recommendations and options regarding deal discounting and efficiency of deal structure for economic optimization.
  • Reviews Term Exceptions to build better business model around discounting and deal profitability.
  • Provides behavioral analysis to determine the dynamics that drive discounting across sales, implementing change that drives the way in which we qualify our decisions around deal discounting.
  • Drives change around discounting/price identifying and analyzing financial versus behavioral impacts.
  • Responsible for setting new culture that drives governance and understands what a optimised deal looks like.
  • Perform analysis to determine deal performance and in developing Deal Desk skill set aligned to this
  • Responsible for advising the business on where we can improve our deal modeling around the bigger more complex deals and how we replicate across a broader geographical area, from local to global.
  • Develop and control governance around processes and approaches in place.
  • Work closely with Pricing and Licensing teams where pricing scales are out of range to support region in correcting anomalies that drive discounting up.
  • Assess the profitability of high value deals.
  • Drive the benchmarking, performance and profitability analyses for the organization; evaluates return on investment for high value/complex deals.
  • Inputs to and helps determine appropriate deal review processes to drive gathering of right information for profitability/discount improvement analysis.
  • Works closely with other members of the Deal Desk to establish agreed working models. Responsible for working in partnership to assess current buying models and governance relating to cost models in place.
  • May be included in contractual model development ie how to use certain buying programs & discounts to optimize a deal.

  • Qualifications
  • Experienced individual with 2+ years in a similar role
  • Strong commercial background, experienced in working in a Sales environment and in or alongside Sales Operations

    Symantec is an equal opportunity employer. All candidates for employment will be considered without regard to race, color, religion, sex, national origin, physical or mental disability, veteran status, or any other basis protected by applicable federal, state or local law.

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