Deal Management Manager(Deal Desk)は、営業チームの戦略的パートナーとして、複雑かつ重要なディールを成功に導く役割を担います。
Splunkの購入プログラムや契約条件を深く理解し、ビジネス・法務・財務の観点から、顧客とSplunk双方にとって最適で健全なディール構成を設計・推進します。

単なる承認プロセスの管理ではなく、営業リーダーや法務・ファイナンスと連携しながら、戦略ディールのレビューやリスクマネジメントを主導し、受注確度と成長を最大化することがミッションです。

職務内容(Responsibilities)

• Splunkの購入プログラムを深く理解した上で、ディール構築を中心に営業チームと連携
  (特別条件をディール前進のレバーとして活用し、交渉条件における潜在的リスクを把握)

• 営業チームと協働し、最適なディール構成を検
  (ARR/iACVへの影響、社内処理、最適なソリューション、購入プログラムの適切な活用を支援)

• 戦略的ディールレビュー(Strategic Deal Review)を主導・推進し、アイデア創出、関係者の合意形成、リスク対応を実施

• カスタム契約書の作成・修正および社内承認プロセスの推進
  (顧客からの修正依頼に対するリーガルとの調整・対応を含む)

• 営業チームやグローバル施策・プロジェクトへの関与を通じて、課題解決のための新たなプロセスやソリューションを提案

• 見積内容をレビューし、ガードレールへの準拠および健全なビジネス・コーポレートプラクティスとの整合性を確認

• 月末対応として、商談クロージングを支援するための課題解決・迅速な対応を実施

• QBU、フォーキャストコール、ディールレビューに参加し、成長機会やギャップを特定

• 営業リーダーシップにとって信頼されるパートナー兼アドバイザーとして行動

応募要件(Requirements)

• Deal Desk/ディールマネジメント関連業務

• 営業支援、ディール構築、トランザクションの健全性を担保する役割での実務経験

• Splunkの購入プログラムを的確に説明し、Splunkと顧客双方にとって有益なディール構成を提案できる能力

• 成長スピードが速く、変化の激しい環境で成果を出せる方

• 経営層対応に必要な高いプレゼンスとプロフェッショナリズム

• 取引条件に影響を与えるポリシーへの理解、および非標準契約条項のドラフトに関する知識

• 成果志向の営業プログラムを推進した経験、およびプロジェクトマネジメントスキル

• ソフトウェア営業経験(SplunkまたはSplunk Cloud、特にIT運用・セキュリティ領域、もしくは同等のSaaSソリューション)の経験は尚可

• コーチング、メンタリング、ベストプラクティス共有を通じて人材育成を推進した実績

Do you want to make an immediate impact and help change the world? If you answered yes, then we have a home here for you at Splunk We are looking for a gifted communicator who can build consensus and motivate sales teams and customers to succeed. You will have an innate ability to influence stakeholders from customers and Splunk to structure mutually beneficial deals that represent both parties' interest while aligning to sound business and corporate practices. Lastly you are a confident and enterprising person that exhibits tact and persistence and brings dedication to the team.

Responsibilities: 

• Partner with the sales teams with focus in deal construction based on deep understanding of Splunk buying programs, special business terms as levers to progress the deal, and potential risks of terms being negotiated

• Meet with teams to help determine the best deal structure. Assist with impact to ARR/iACV, internal treatment, best solutions and appropriate use of buying programs

• Facilitate and lead Strategic Deal Reviews to ideate, generate support and to address potential risks within strategic deals.

• Create, generate and make revisions of custom contract documents and facilitate approvals with business partners, including working with legal on redlines and revisions from customers.

• Propose new processes and/or solution offerings to solve issues that arise based on engagement with sales teams and global initiatives & projects

• Review deal quotes to ensure compliance with published guardrails and alignment to sound business and corporate practices.

• Support month end by addressing challenges to assist with closing opportunities in a timely manner driving urgency to support the sale leadership

• Participate in QBUs, forecast calls and deal reviews with an eye on identifying gaps/opportunities for growth

• Be the trusted partner and advisor to sales leadership

Requirements: I've already done that or have that 

• Demonstrated experience of coaching/mentoring/best practice sharing and driving development.

• Experience working with sales in supporting, deal structuring, and guiding to transactional health.

• 5+ years software selling experience, ideally selling Splunk and/or Splunk Cloud solutions, ideally with IT Operations and Security or alternative SaaS solutions in a similar space. Or 5+ years in deal desk or deal management related roles.

• Ability to articulate buying programs and represent Splunk in developing mutually beneficial deal structures for Splunk and customer

• Thrives in a fast-paced, high growth, rapidly changing environment.

• Strong executive presence and polish.

• Understanding of impacting policies that motivate transactional asks and knowledgeable in drafting non-standard contract terms

• Managed results driven sales programs and possess project management skills

Splunk, a Cisco company, is an Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.

Why Cisco? 

At Cisco, we're revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We've been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint.

Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you'll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. 

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