Deal Desk Specialist

About Us

Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.

 

Over 17,000 organizations worldwide rely on SHI’s concierge approach to help them solve what’s next. But the heartbeat of SHI is our employees – all 7,000 of them. If you join our team, you’ll enjoy:

• Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.

• Continuous professional growth and leadership opportunities.

• Health, wellness, and financial benefits to offer peace of mind to you and your family.

• World-class facilities and the technology you need to thrive – in our offices or yours. 

Job Summary

The Deal Desk Specialist supports the day-to-day operational execution of the Spend Optimization Services (SOS) deal governance process. This role works closely with the Manager – Business Operations to ensure deals are accurately structured, priced, documented, and processed in compliance with established governance, financial, and contractual standards.
The Specialist is responsible for providing operational support across pricing administration, CPQ accuracy, deal documentation, approval coordination, and cross-functional communication. This role is execution-focused, detail-oriented, and analytical, serving as a key enabler to accelerate deal cycles while maintaining data integrity and compliance.

Role Description

Deal Desk & Deal Governance Support 

• Support the end-to-end deal desk process for SOS engagements by reviewing, and validating deal documentation  

• Ensure pricing, cost inputs, and commercial terms align with established deal governance frameworks, margin targets, and approval thresholds 

• Assist in coordinating deal approvals across delivery, sales, legal, procurement, and leadership stakeholders 

• Maintain accuracy and consistency across Statements of Work (SOWs), pricing models, and CPQ configurations 

• Track deal status, approvals, and turnaround times to support reporting and continuous improvement initiatives 

Pricing & Sales Operations Support 

• Support the maintenance and administration of pricing models, rate cards, and pricing calculators 

• Validate pricing inputs for accuracy and completeness prior to quote submission 

• Support go-to-market initiatives by helping operationalize pricing models for new or evolving SOS offerings 

 

Systems & Data Administration (CPQ / CRM / PSA) 

• Enter, validate, and maintain deal data within CPQ, CRM, and project management systems 

• Support updates to CPQ workflows, approval matrices, and product configurations as directed by the Manager – Business Operations 

• Assist with testing and documenting system enhancements, new offerings, or pricing logic within CPQ 

• Ensure seamless handoff of approved deals from quoting to contracting and project setup 

 

Cross-Functional Collaboration 

• Act as an operational point of contact for stakeholders involved in Deal Desk related inquiries 

• Support Account Executives and Solution Architects by providing guidance on required documentation, pricing inputs, and approval processes 

• Communicate deal requirements, timelines, and next steps clearly to stakeholders to minimize delays 

 

Risk Management & Compliance Support 

• Ensure deals adhere to internal governance policies, approval requirements, and documented processes 

• Flag potential risks or discrepancies related to pricing, billing structures, or contractual alignment for escalation to the Manager – Business Operations 

• Support compliance with vendor licensing terms, revenue recognition requirements, and internal audit standards 

 

Reporting, Enablement & Continuous Improvement 

• Prepare routine reporting on deal volume, deal cycle time, pricing accuracy, and approval trends 

• Assist in maintaining deal desk documentation, playbooks, templates, and training materials 

• Identify recurring issues or inefficiencies in deal processing and recommend improvements 

• Support process automation and standardization efforts to improve scalability and accuracy 

Behaviors and Competencies

• Detail-Oriented: Can identify errors or inconsistencies in work and make necessary corrections.

• Organization: Can prioritize daily tasks, manage personal workflow, and utilize basic tools to keep track of responsibilities.

• Teamwork: Can work effectively in a team, contributing ideas and effort, and respecting the contributions of others.

• Self-Motivation: Can identify personal or professional growth opportunities, propose self-improvement strategies, and take action without explicit instructions.

• Time Management: Can generally use time effectively and is working towards improving task prioritization and deadline management.

• Analytical Thinking: Can apply critical thinking to analyze data, identify patterns, and make basic inferences.

• Communication: Can effectively communicate complex ideas and information, and can adapt communication style to the audience.

• Multi-Tasking: Can identify opportunities for task optimization, propose solutions, and manage multiple tasks without explicit instructions.

• Collaboration: Can actively participate in team discussions, respect differing opinions, and collaborate with others to achieve common goals.

• Problem-Solving: Can identify problems, propose solutions, and take action to resolve them without explicit instructions.

Skill Level Requirements

• Experience in utilizing Microsoft Excel for data analysis, including the use of formulas, functions, pivot tables, and data visualization tools. - Basic

• Familiarity with the operational mechanisms, hierarchical setup, and the overall framework of SHI, enabling effective navigation and utilization of internal processes - Basic

• Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Basic

• Proficiency in using Dynamics CRM to manage customer relationships, track sales, and streamline business processes through automation and data analysis preferred - Basic

• The ability to effectively utilize applications like Word, Excel, PowerPoint, and Outlook to enhance productivity and perform various tasks efficiently. - Basic

Other Requirements

• Completed Bachelor’s Degree or relevant work experience required

• 2-4 years of experience in sales operations, deal desk, pricing, or sales administration 

• Hands-on experience supporting CPQ and CRM systems (Salesforce CPQ or similar preferred) 

• Experience in IT services, SaaS, cloud, or enterprise sales environments preferred 

• Familiarity with SaaS licensing models, cloud billing concepts, or cost optimization services is a plus 

• Ability to travel to SHI, Partner, and Customer Events

• Ability to travel 10%

The estimated annual pay range for this position is $50,000 - $75,000 base salary. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status