Deal Desk Manager

Description

We’re growing and looking to hire a Deal Desk Analyst who embodies our core values: People First, Customer Obsession, Strive for Excellence, and Integrity.

The Deal Desk Analyst will support the creation/construction, review and approval of commercial proposals and overall deal management. As part of your day-to-day responsibilities, you will demonstrate significant experience in preparing high value financial proposals/bids, developing financial models for deals and influence client and internal stakeholders, gained within an international business environment.

 The role demands advanced Excel modeling skills, an eye for detail and the gravitas to support senior decision makers during the bid process, mobilization and roll-out of contract.

About Claroty:  

Claroty is on a mission to secure cyber-physical systems across industrial, healthcare, commercial and public sector environments: the Extended Internet of Things (XIoT). The Claroty Platform integrates with customers’ existing infrastructure to provide a full range of controls for visibility, exposure management, network protection, threat detection, and secure access. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents.

Claroty is headquartered in New York City, with employees across the Americas, Europe, Asia-Pacific, and Tel Aviv. The company is widely recognized as the industry leader in cyber-physical systems protection, with backing from the world’s largest investment firms and industrial automation vendors, as well as recognition from KLAS Research as Best in KLAS for Healthcare IoT Security, the Deloitte Technology Fast 500, the Forbes Cloud 100, and the Fortune Cyber 60.

Responsibilities

As a Deal Desk Analyst, Your impact will be:

• Acting as Commercial Lead on a bid & tendering proposal
• Preparation of Excel financial models to support various proposal scenarios
• Enterprise Licensing Frameworks / Agreements
• Pricing (product & services)
• Qualifying / Quantifying / Assessing Risk
• Understanding Commercial / Legal Terms & Conditions
• Delivering a draft Pricing schedule for the proposed contract
• Advising key stakeholders on commercial strategy leading to proposal
• Working as part of the Client Commercial negotiation team
• Owning, producing and tracking commercial models under the leadership of the Finance and supporting the respective contract pricing governance process to facilitate commercial based decision making
• Understanding the client business drivers for a given pursuit, supporting the Pursuit Lead in developing an appropriate commercial solution and model and contributing to the win strategy
• Owning the costing (internal) & pricing (client) model for all contract deals across region
• If appropriate, produce a P&L and cash flow statement for each contract deal based on client requirements and risk profile
• Meeting financial and reporting requirements for budgeting purposes, with regards to contract pursuits and wins
• Collaborating with other functional / commercial teams, internally & externally, on global pursuits
• Being an active participant in the sales / solutions teams during solution development
• Liaising with the client management (sales) where necessary during contract and price negotiations
• Ensuring appropriate costing / estimating standards are applied to qualified customer opportunities
• Providing suggestions and guidance for content, functional requirements, or technical methods
• Developing and articulating pricing and risk assumptions to the business / pursuit team
• Working within a matrix organization, building relationships with key stakeholders and enlisting assistance and support from relevant people when compiling a price / commercial solution
• Driving standardization of approach, modeling tools, and methods across Divisional, Regional and Global Dimensions
• Executing on booking process at fiscal and year end close cycles liaising w/ Finance and Order Administration.

Requirements

What do you need to succeed in this role?

• Prior experience within a commercial role in a sales organization
• Experience of pricing large outsourcing/multi product / service lines and contracts (c. 5 years)
• Flexible, client-focused attitude, with the ability to focus on the client’s business
• An ability to influence the business and the pursuit team as required
• An accomplished navigator of large, complex, and matrixed organizations. Organizational perspective a must
• Ability to influence at all levels of the organization and work to short deadlines often requiring long periods of continuous work
• Strong commercial acumen with excellent numerical and Microsoft Excel and PowerPoint skills
• Self-motivated with ability to work without direct supervision
• Team player with a ‘can-do’ attitude
• Exceptional written, oral, commercial and presentation skills
• Strong consulting, communication, facilitation and interpersonal skills
• Capable project manager and organizer able to meet tight deadlines under pressure
• Able to look beyond the data so as to summarize and present to different levels of management in a constructive way
• Able to communicate risks and opportunities
• Ability to build relationships across the business

Why Claroty? Our Culture and Benefits: 

• Claroty is a people first company. With strong bonds amongst the team, we believe in prioritizing personal care and support over work, confident that results follow from a harmonious environment. We celebrate professional and personal successes, committed to fostering a diverse and inclusive space. 
• Stability, we demonstrate continued growth over the past few years, raised over 700M$ from top tier investors, we have top tier board members and our products are sold worldwide, over 1000 customers. 
• We understand the importance of maintaining a healthy work-life balance, and encourage people to take the time they need to rest and prioritize their mental and physical health. We also provide a biannual “ClaroBreak”, a company-wide long weekend shutdown so we can all rest, recharge and spend time with our loved ones.
• We care about your development. At Claroty, we prioritize excellence and uphold high professional and ethical standards. We encourage career growth and exploration within the company, facilitated by biannual performance reviews, feedback sessions, and individual development planning, complemented by professional courses.
• We believe in transparency and openness. That’s why we regularly hold company all-hands, town hall meetings, and “Coffee with the CEO” sessions. We also conduct round table sessions and employee satisfaction surveys, to keep a pulse on what matters most to our team members and make our culture the best it can be. 
• While we have physical offices in New York, Tel Aviv, London and Singapore, we also embrace a hybrid working culture. This flexibility allows us to tap into a diverse talent pool and enables our team members to work in a way that suits their individual preferences and circumstances.  

Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases.

Expected compensation for the role is between $100,000.00 - $130,000.00. This is a good faith estimate but does not include equity, bonus, or other forms of payment. Pay will be by experience level, but those outside the salary band are welcome to apply.

Please see our “Candidate Privacy Notice” here.

For U.S. only:

While we believe competitive compensation is a critical aspect of your decision to join us, we do hope you also spend time considering why our mission and culture are right for you. We are creating something amazing here, and we hope you are as excited about the future as we are.

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