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Deal Triage Pre-Qualification
- Triage incoming deals during pre-qualification to ensure data accuracy and completeness and determine the deal segmentation based on agreed parameters.
- Ensure the timely routing of deals to the relevant teams for further qualification and assessment prior to progressing the deal to the Deal Qualification Review (DQR) gate.
Deal Governance
- Ensure strong adherence to governance structures across all sales motions through advocacy, training and acting as a trusted advisor to key stakeholders across sales, pre-sales and delivery teams.
- Develop and maintain Deal Desk tools and templates to streamline the deal approval process, enabling pipeline efficiency and associated conversion to revenue.
- Manage scheduling and adoption of all gate reviews throughout the deal flow, including Deal Qualification Review, Technical Certification, Deal Review, Contract Review, Win/Loss Reviews and Solution Handover.
- Maintain a deal approval process that ensures compliance with organizational policies, procedures and corporate Delegation of Authority (DoA).
- Execute a regular audit program to monitor compliance across the deal flow, driving improvement in overall compliance and recovery plans where required.
Pipeline Analysis Insights
- Generate and analyze deal related metrics, reports, and dashboards to provide insights into deal performance, trends and opportunities for improvement.
- Monitor and track pipeline, win/loss ratios, revenue split and other Key Performance Indicators (KPIs).
- Provide regular recommendations based on data driven insights, and collaborate with key stakeholders to realize proposed solutions and efficiencies.
Utilization Monitoring
- Support project setup in Microsoft Dynamics 365 to enable resource assignment and time tracking.
- Facilitate regular board to review pipeline and staffing levels, ensuring all deals in pipeline are effectively resourced and provide insight to delivery teams in preparation for handover of executed deals.
- Enable regular utilization reporting for presales managers to support effective resource management.
- Enable regular bid budget performance reporting to support Engagement Managers and Deal Advisors
- Qualifications
- Bachelors Degree in business, finance or a related field. MBA or equivalent is a plus.
- Proven experience in deal desk, sales operations, or related role within a services organization.
- Strong analytical skills with the ability to interpret complex data and make data driven recommendations.
- Familiarity with Microsoft Dynamics 365, Power BI and Codata.
- Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel).
- Excellent communication and interpersonal skills to effectively collaborate with cross-functional teams.
- Attention to detail, strong organizational skills and ability to work in a fast paced environment.
- Ability to work as part of a global team which may require engaging across distances, cultures,
- and time zones in a matrix organizational structure.
- Exposure to bid and proposal management with APMP Foundation Certification an advantage.
- 3-8 years of progressive broad-based information technology and business experience.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.
