Manager, Deal Desk

The Opportunity

In this role, you will be responsible for managing and scaling a team of Deal Desk Analysts who build and influence deal structures for Adobe’s largest enterprise transactions. We are looking for someone to partner with and become a trusted advisor for teams across the go-to-market ecosystem including Sales, Product Marketing, Legal and Accounting. This person’s team acts as the primary point of contact and coordinator for all departments and key collaborators involved in large, complex and non-standard enterprise deals. They will build scalable solutions that help our sellers and global Deal Desk teammates make informed decisions to structure deals that drive long term value for Adobe and our customers.

What You'll Do

• Collaborate with Sales leadership to develop pricing strategies and negotiate commercial terms for larger enterprise transactions.
• Develop subject matter expertise on pricing rules, bookings policy and broader company strategy, and build deal structures to ensure they are aligned with these objectives.
• Manage and scale a staff of 6 or more, responsible for daily quote handling and pricing approvals, ensuring adherence to company policy.
• Perform analysis on all non-standard and discounted deals in your assigned territory to make real time approval decisions.
• For our largest deals, present this analysis to more senior decision-makers in a clear and concise fashion that enables them to reach well-grounded conclusions.
• Act as the point of escalation with Sales leaders, and make prioritization decisions for deal-support matters.
• Develop robust and repeatable deal processes, finding opportunities for automation and simplification.

What You Need To Succeed

• Proven experience leading successful teams for 3+ years.
• 5+ years in a Deal Desk, Finance, Sales Operations or related field, ideally with experience in the software industry.
• Proven ability to build relationships with and influence cross-functional teams and their leaders to achieve shared objectives.
• Experience reading, writing and interpreting enterprise contract language.
• Bachelor's degree in Finance, Accounting, or Economics, or equivalent experience (MBA/CPA a plus).
• Experience with Salesforce or Microsoft Dynamics, and CPQ.
• Strong understanding of software revenue recognition and order processing principles.
• Strong experience working with enterprise sales teams.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity. Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours. Let’s Adobe together.