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Deal Desk Manager



Boston, MA, USA
Posted on Thursday, May 11, 2023

No Agency Submissions Accepted.

In this role you will need a strong work ethic and ability to go above and beyond to support the Sales teams for our EMEA territories.

Everyday you will work alongside our team to respond and support the requests made by our Sales team.

To thrive in this role you will have previous Deal Desk experience and expertise in CPQ and Salesforce.

About the Team:

At Illumio we believe that Sales Operations is a critical to Sales success – the growth driver of every company. Each day we interact with Sales professionals on a global basis, from helping develop deal structures to providing routine day-to-day support. Our team and micro-segmentation cybersecurity business are growing quickly.

We are looking for a talented Deal Desk Manager who becomes a trusted advisor to the sales teams with a passion for connecting cross-functional departments. This candidate must be available to support the EMEA time zones. Help structure deals and manage RFP/RFI responses that adhere to high standards and represent Illumio’s capabilities, qualifications, and professionalism. This person will play a key role in helping Illumio reach new levels of growth and scalability.

As part of the Deal Desk team, you will be in a unique position to impact the future direction the company takes. Our highly collaborative environment means you will be working with a diverse group of talented people continuously innovating and improving. Our Deal Desk team provides consulting and guidance to all levels of the Sales organization, from geo leaders and managers to Account Managers across all levels.

Key Responsibilities:

Perform Sales Operations role in EMEA handling the below functions:

  • The primary point of contact for all the departments involved in the completion of large, complex, and non-standard deals

  • Guide team to best pricing and deal structure to maximize revenue and delivery of an offering

  • Become a trusted advisor to the sales team and work with sales reps to structure deals that best meet customer and Illumio needs and goals

  • Ensure Sales teams are operating within the Rules of Engagement, directly partnering with cross-functional teams to ensure policies are adhered to and enforced

  • Develop a process for non-standard deals to be reviewed, approved, tracked, and actioned

  • Participate in pricing, packaging, and new product introduction initiatives and ensure policies, guidelines, and end-to-end processes are in place to handle new product/offering releases

  • Managed price lists, products, and quotes in Salesforce

  • Own the accuracy of deals within the EMEA regions

  • Attend forecast meetings and provide relevant updates

  • Own the order process desk; responsible for processing all new orders secured by the sales team

  • Identify and scope process and systems changes that improve operations for Sales and back-office organizations

  • Interact and manage sales engagement with cross-functional teams to support a quick turnaround in sales transactions and help with deal structuring / RFP execution.

  • End-to-end RFP and customer questionnaires management via RFP tool

  • Work with IT to enhance tools and process

  • Work independently and take lead in driving daily and regional improvements


  • Bachelor's degree or equivalent experience

  • 5+ years of professional experience in a customer-facing role and Sales/Business Operations function

  • Strong experience with Salesforce and CPQ including but not limited to troubleshooting

  • Comfortable with change and an ability to thrive in a fast-moving environment

  • Excellent communication skills, both verbal and written

  • Ability to learn quickly in a dynamic and collaborative environment

  • Strong business acumen, organizational, time management skills, and attention to detail

  • Proficient with Microsoft Office products

  • Ability to process a high volume of transactions with accuracy and integrity

  • Critical thinking skills to observe, interpret, analyze, infer and explain information in a clear and concise way.

  • Strong analytical skills with a keen attention to detail

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging. #LI-CW1 #LI-HYBRID


At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, Dental, Vision Coverage – Health and Dependent Savings Accounts – Life and Disability Programs – Paid Parental Leave – Voluntary Benefit Programs – Company Sponsored Wellness Program – Wellness Reimbursement Program - Retirement Savings – Equity Opportunities – Paid time off and Paid Holidays – Employee Incentive Program.