Deal Desk Strategist, Illumio

• Our team and micro-segmentation cybersecurity business are growing quickly and we’re looking for high-energy driven people who are passionate about helping sales teams succeed
• 6+ years experience in Deal Desk, Sales Operations or similar roles in a SaaS environment
• Strong understanding of SaaS commercial models: subscription renewals, expansions, usage-based licensing, multi-year deals, ramps
• Deep hands-on experience with Salesforce, CPQ, Order Form generation, and order booking
• Ability to analyze complex deal structures and provide clear guidance to Sales and leadership
• Exceptional communication skills and comfort working with distributed, cross-functional global teams
• Strong business judgment and familiarity with Finance, Legal, revenue recognition, and booking policies
• Comfortable operating independently with high ownership, as expected in Illumio style distributed team
• Ability to thrive in a fast-paced, dynamic environment
• Organized and a self-starter

Desirable

• At Illumio we believe that Deal Desk Strategist is critical to Sales success – the growth driver of every company
• The Deal Desk Strategist is a critical partner to Sales, Finance, Legal, and Customer Success, ensuring that complex deals in the region are structured, priced, and executed with accuracy, speed, and compliance
• This role combines analytical rigor, commercial strategy, and operational excellence to support Illumio’s high-growth motion across Enterprise, MSP, and Marketplace channels
• You will serve as the regional subject-matter expert for quoting, pricing, discount governance, non-standard deal support, renewal strategy, and operational policy alignment
• The EMEA business is a major growth pillar for Illumio, and deal complexity continues to expand across segments, marketplaces, and product portfolios
• The Deal Desk Strategist ensures we transact efficiently, compliantly, and strategically — while enabling Sales to win bigger, faster, and more profitably
• Partner with EMEA Sales leadership on deal strategy across New, Renewal, and Expansion motions
• Provide guidance on pricing, packaging, multi-year structures, ramps, co-terms, payment terms, and competitive positioning
• Drive consistency in how Illumio Products & Services, Marketplace transactions are quoted and approved in line with other geos
• Support the creation and accuracy of quotes in Salesforce CPQ (and future CPQ replacement tools)
• Ensure all deals comply with revenue recognition, discount thresholds, legal terms, and operational policies
• Support private offers across AWS/Azure ensuring correct entitlements, SKUs, and approvals
• Enable EMEA Sales on new pricing frameworks, SKU migrations, CPQ changes, Marketplace workflows, and new product launches
• Build regional playbooks for renewals, expansions, and Stage 6/entitlement validations
• Partner closely with Legal, Finance, Product, and SalesOps to remove friction and accelerate deal velocity
• Facilitate consistent communications to EMEA Sales regarding policy updates, pricing changes, and approval processes
• Monitor deal pipeline quality, data hygiene, and forecast accuracy for EMEA
• Identify recurring friction points and collaborate with BizApps to enhance quote-to-cash systems
• Provide insights on regional discount trends, renewal risks, margin impacts, and booking readiness