Deal Desk Manager

Job Description Summary
Use your organizational skills and experience to facilitate complex deals for the leading company in the open source world. Red Hat’s Deal Management team is looking for a Deal Desk Manager to join us in Tokyo, Japan. In this role, you will collaborate with the Sales, Services, Operations, Legal, and Finance teams, as well as other stakeholders, to facilitate non-standard and complex deals. You will provide assistance to the Sales team and stakeholders to structure and document complex deals and ensure that deal practices are optimized, communicated, adhered to, and in support of global operational and sales objectives, while aligning with corporate policies, programs, and systems. As a Deal Desk Manager, you'll also provide a support center for the Sales team, covering business practices and process guidelines.

Primary Job Responsibilities

• Serve as the primary advisor to Japan Sales Team on all deal related matters, advising the team on Guidelines , policies & alternative contract options, and/or value propositioning to help drive deal closures

• Establish trusted working relationships and collaborate with Red Hat stakeholder teams impacted by non-standard or complex deals, specifically Sales and Commercial Legal, Finance, Sales Operations, Product Management, Product Marketing, Consulting, and Global Support Services teams

• Schedule and lead internal deal-related stakeholder meetings to support the deal development lifecycle (e.g. progress reviews, deal design and solution session, stakeholder approval discussions, troubleshooting, and escalation resolutions)

• Leverage Deal Management frameworks and enforce the corporate policies and systems usage and approval frameworks and associated policies to ensure best deal outcomes

• Promote competency to negotiate and close deals that align with established guidelines 

• Draft and review business terms language in non-standard terms for compliance with corporate policies and approval framework 

• Collaborate with other team members, internal teams, and stakeholders to ensure deal practices are documented, optimized, communicated, adhered to, in support of global operational and sales objectives 

• Recognize and act upon education opportunities, augmenting the documentation and delivering enablement targeted at sales 

• Coordinate deal or agreement reviews and approvals by stakeholders using defined processes and systems; document final contract summaries and price justifications for senior management 

• Enforce the corporate approval framework and associated policies 

• Be a point of contact for support to enable sales and facilitate efficient deal throughput - Manage and troubleshoot the escalation process

• Perform DocuSign oversight for required signature

Key Requirements

• Experience working in a rapidly changing, deadline-based position involving daily interaction with multiple levels of management and peers; experience with deal desk work and commercial deal negotiation is a plus 

• Excellent written and verbal communication skills; solid organizational and interpersonal skills 

• Ability to communicate across all levels of management 

• Ability to speak Japanese at a business level

• Proven skills in negotiation, analysis, logic, problem-solving, crisis management, and leadership 

• Familiarity with sales operations, order processing, fulfillment, revenue recognition, legal contracts, purchase orders, and license agreements 

• Comfortable handling multiple urgent tasks, projects, and relationships under pressure 

• Ability to work quickly and thoroughly under changing conditions and timelines 

• Excellent presentation skills - Detailed-oriented and motivated; outstanding diplomatic skills 

• Willingness and availability to travel, following Red Hat’s COVID-19 guidelines 

• Bachelor's degree is a plus

• Experience in working with Salesforce.com, and Oracle are a plus

About Red Hat
Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates have the flexibility to choose the work environment that suits their needs from in-office to fully remote to office-flex. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Opportunities are open. Join us.

Diversity, Equity & Inclusion at Red Hat
Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from diverse backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions of diversity that compose our global village.

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