Deal Desk Manager, Claroty
$100-130k
Extended IoT cybersecurity platform
Job no longer available
Extended IoT cybersecurity platform
501-1000 employees
Job no longer available
$100-130k
501-1000 employees
Company mission
To secure the cyber-physical systems that underpin our lives.
Role
Who you are
- 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
- 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
What the job involves
- 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
- 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
Our take
Comprehensive cybersecurity is vital for maintaining a company's resilience against cyber threats and ensuring smooth operations. However, the rise of the Extended Internet of Things (XIoT) introduces security blind spots that pose risks to availability, integrity, and safety.
Claroty addresses these challenges with a suite of modular tools and capabilities specifically designed to secure the interconnect XIoT environment. Its solutions cater to the unique needs of industrial, healthcare, and commercial organizations providing robust protection in an increasingly complex digital landscape.
Through its acquisition of OT healthcare specialist Medigate and its strong network of partners, Claroty has significantly expanded its global reach. Backed by major investment firms and industrial automation vendors, the unicorn company is now deploye by hundreds of organizations at thousands of sites worldwide.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Jun 2024
$20m
LATE VC
Mar 2024
$100m
LATE VC
Total funding: $760.2m
Company HQ
Koreatown, New York, NY
Leadership
Benny Porat
(CTO)Former Researcher at NorthBit, and Research Team Leader for the Israel Defense Forces.
Galina Antova
(Chief Business Development Officer)Founding Member of FirstBoard.io, current Member of C100 and Advisor (Cyber Security Accelerator) at SparkLabs. Former Global Head of Industrial Security Services at Siemens.
Amir Zilberstein
(Chairman)Current Managing Partner at Team8. Co-Founder & former CEO/Director at both Gita Technologies and Waterfall Security Solutions Ltd.
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