Fortinet
Deal Desk Analyst - Location: Germany/UK
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Deals Desk – Contract Manager, Europe
Objective
In this key role, you will provide contractual knowledge and understanding of the key terms & conditions for each major contract part of large & complex deals. This is a customer-facing role where you will be interacting with sales and any business partners like Finance, Legal… etc to secure the contract and contribute to grow the revenues & profitability of each contract allocated within Deals Desk Europe.
Core Responsibilities (not restricted)
- Position yourself as a Centre of Excellence for contractual knowledge. In support of this activity produce a contract brief and contract calendar summarizing all time driven obligations.
- Work closely with the Account Manager and BDM on new business opportunities and ensure an agreed Account Development Plan is established for your contract(s).
- Agree the customer engagement model with the Account Manager (contract governance model) and contribute to cross-sell and upsell to increase win rate.
- Endeavour to meet with customer regularly to review contract performance and commercial issues. Ensure all customer meetings are minuted and that any customer communication on key issues is confirmed in writing.
- Ensure you maintain an up-to-date Risk & Issues Register for your contract and that it is reviewed with the correct stakeholders on a regular basis.
- Ensure contracts are always kept up-to-date and reflect the current commercial relationship with the customer for the products/services provided. Address any ambiguities and areas within the contract where the contract is silent.
- Fully understand the basis of all P&L entries and challenge with Finance any which are not consistent with your expectations.
- Strive for 100% quote accuracy and timeliness based on the contractual clauses with Finance and highlight any entries which vary from those expected.
- Fully support all new bids under the contract understanding potential impact on the P&L, addressing pricing and contract amendments with the relevant teams Finance/Legal.
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Required skills
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- Minimum 8 years sales experience in commercial & contract management
- Financials & contractual knowledge
- Strong Excel, SFDC, Tableau skills
- Experience in closing large & complex deals
- A self-motivated, independent thinker that can move deals through the selling cycle
- Several years’ selling enterprise security products and services
- Candidate must thrive in a fast-paced, ever-changing environment
Education
BS or equivalent experience, graduate degree preferred.
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