We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.

The Role:

The Senior Manager: Head of Deal Desk EMEA role is part of our Finance organization.  In this role you will be the leader of our EMEA Deal Desk team. You will be a trusted advisor to our SVP of Sales in EMEA team, driving the structure, negotiation, and execution of our deals. You will be able to guide the strategy and vision for the EMEA Deal Desk team, and work with the team to continue to develop commercial strategies to ensure seamless execution of deals in a manner that drives efficiency, profitability, and exceptional experiences for our Customers and internal stakeholders.

The Work You’ll Do: 

• Provide leadership and direction to a team of Deal Desk Managers who are responsible for supporting the EMEA sales regions.
• Drive a strategic plan and vision for the EMEA Deal Desk team, with a goal of always seeking to provide strategic support during the deal cycles
• Develop a strategy and plan for the activities and priorities of the team during month and quarter ends to ensure appropriate, strategic support throughout the sales regions
• Act as the decision maker for escalations and guidance needed from the team during deal negotiations. Utilize knowledge of finance and commercial best practices to analyze a deal or request and be able to find the best solution for the customer and the company
• Serve as the primary advisor to our EMEA Sales leadership for deal strategy and execution. You will work hands on with Sales leadership daily around deal execution and deal strategies and provide financial experience and acumen to structure the best possible deals
• Be the ‘closer’ of deals - you and your team will be involved in the details of all deals in EMEA and will be expected to be able to find solutions to contractual or commercial issues that may arise. You will be in close alignment with executive leadership to advise on the next steps and overall deal strategy, as well as to execute on the strategy to drive the deal forward
• Join customer calls during the deal negotiations and closing to aid the Sales team in negotiating with the customer, as well as to answer customer questions or concerns around commercial or contractual matters
• Partner directly with our legal team to review and negotiate contracts - serve as the point person to bring different internal teams together to find alternative solutions during customer negotiations
• Provide thought leadership to develop innovative deal structures and manage risk within the contractual terms and structure
• Develop best practices for pricing and business terms, based on the improved use of data and market knowledge to support decisions

Experience and qualifications needed;

• University Degree in Business, Law, Economics or similar
• Relevant working experience (5-7 years) in contract negotiation, Cloud/SaaS Business, Sales Operations, Deal Desk or comparable fields.
• At least 2 years in a people management role
• Deep understanding of contractual concepts and familiarity with standard legal terms
• Clear business focus, thriving for commercially beneficial outcomes (“deal making attitude”)  
• Ability to identify problems and discrepancies, independently perform research and analysis of causes, and recommend corrective actions
• Collaborative style with the ability to communicate clearly and precisely on technical and operational issues
• Must be detail and results-oriented with an ability to work in a cross-functional, fast-paced, and constantly evolving environment
• Ability to evaluate priorities and multi-task accordingly, while keeping others apprised of status with respect to deadlines
• Excellent written and verbal communication skills in English (German, French, Spanish & Italian as a plus)

What Celonis can offer you:

• The unique opportunity to work with industry-leading process mining technology
• Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
• Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more). For intern and working student benefits, click here.
• Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
• A global and growing team of Celonauts from diverse backgrounds to learn from and work with
• An open-minded culture with innovative, autonomous teams
• Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)
• A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

About Us

Since 2011, Celonis has helped thousands of the world's largest and most valued companies deliver immediate cash impact, radically improve customer experience and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organisation has a common language about how the business works, visibility into where value is hidden and the ability to capture it. Celonis is headquartered in Munich (Germany) and New York (USA) and has more than 20 offices worldwide.

Get familiar with the Celonis Process Intelligence Platform by watching this video.

Join us as we make processes work for people, companies and the planet.

Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Different makes us better.

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