Manager, Deal Desk

Job Description - Deal Desk Manager Position.

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow. If you're looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Our Company

Changing the world through digital experiences is what Adobe's all about. We give everyone-from emerging artists to global brands-everything they need to design and deliver exceptional digital experiences. We're passionate about empowering people to craft beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. Were on a mission to hire the very best and are committed to building exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

Opportunity

India Deal Desk team acts as a liaise between sales, legal, and various finance teams, enabling our customers with the right deal structure that suits their requirements. We provide world-class support to our customers through collaboration across the organization.

The purpose of this position is to manage and develop a team of analysts in support of the North America Enterprise sales force. The focus of the team will be to help structure profitable and compliant Enterprise transactions that address the needs of a diverse set of internal corporate customers, maximize Adobes revenue and increase the effectiveness and productivity of the direct sales force.

Key Responsibilities:    

Manage the day to day activities of the Deal Desk Analysts, establish performance goals and objectives for the team, communicate and educate the team and the sales organization on internal policy and procedures related to various revenue transactions.

In addition, this position will interact with the corporate finance functions in San Jose on a variety of finance, accounting, and operational issues.

Core Operations

• Provide first-line deal support to sales for advanced deal structures.
• Act in a fiduciary capacity in managing first-line approvals for Deals.
• Ensure that transactions adhere to Adobe’s internal revenue recognition policies and operational guidelines.
• Manage a process consistent with the Enterprise Sales and return on investment Selling methodology.
• Prepare deal status and communicate to FP&A and executive sales management and participate in forecasting calls.
• Be an ambassador of the people in the team with utmost focus on building a high-performing team and be invested in helping build career paths for each.
• Evaluate current processes and offer recommendations for areas of improvement.
• Drive knowledge enablement and retention within the business by investing in the enablement process to keep it relevant and effective.
• Build the next strategy for the deal desk NA team that is aligned to the new go-to market and product changes to support the scale of the business.
• Solve ongoing business problems by working with stakeholders in the value stream and taking a proactive approach to addressing critical needs.
• Working with process data, metrics, and KPIs to monitor business performance and identify patterns/ gaps and solve them proactively.
• Spend 20% of the time learning the business and the products so that you as a leader can lead your team through the negotiation and escalation process on deals.
• Support and actively participate in the ongoing organizational priority projects around automation, new technologies, and core system shifts.
• Work as a leader to align your team with the org priorities and drive everyone towards better career management, align to the Adobe core values, and partner with the rest of India Deal Desk to come across as one team.

Requirements:

• Bachelors/MBA in Accounting or Finance.
• 10 - 12 years of working experience in a multi-national company with at least 5 years of experience in direct people management.
• Experience negotiating enterprise-level software sales contracts.
• Experience in structuring multi-element (services, support and license) software contracts.
• Proficient in revenue recognition accounting.
• Good communication, organizational and problem-solving skills.
• Knowledge of SFDC, Dynamics, UI Path Bots(preferred) and Microsoft Office.
• Good team player with a great sense of humor and willingness to go the extra mile to support the larger team.