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Deal Operations Manager, EMEA

Trimble

Trimble

Operations
2411 Bodegraven, Netherlands
Posted on Tuesday, July 2, 2024

Your Title: Interim Manager, Deal Operations

Job Location: Netherlands , Bodegraven (Office,Hybrid)

Our Department: CES Sales Ops / CES Sector

Trimble Construction Enterprise Software (CES) is looking for a highly motivated, cross-functional interim Deal Operations Manager to step in while the current manager is on extended leave. The ideal candidate will have a proven ability to work collaboratively within matrixed organizations and demonstrate success in operational reporting, deal operations, and analytics. This role partners with our sales, customer success, legal, and finance teams to streamline the quote-to-signature process. Responsibilities include defining and refining standard deal procedures, providing analytical and process support for complex, non-standard deals, offering real-time support for SFDC deal issues, and facilitating approvals from relevant decision-makers.

We seek candidates with broad technical skills (e.g., SFDC, Excel/Pivots, Data Visualization), strong business acumen, and Salesforce.com experience. The role involves assisting stakeholders in creating efficiency, assessing performance, and reporting results. Additionally, this role will lead the regional Deal Operations function for EMEA, working closely with the Senior Manager, Global Deal Operations to develop and implement strategies, processes, and technologies for deal execution to exceed company growth targets.

What You Will Do

  • Team Leadership: Lead a team of Deal Operations Specialists supporting sellers from deal creation through Closed Won.

  • Quote Creation and Deal Structuring: Support quote creation and complex deal structuring, including migration, transformation, and down-sell transactions.

  • Guidance on SKUs and Pricing: Provide guidance and assistance on product SKU and pricing.

  • Discount Approval: Support discretionary discount approval for deals.

  • Approval for Non-standard Terms: Obtain approvals for non-standard payment terms in collaboration with finance and credit.

  • Asset and Subscription Interpretation: Interpret assets and subscriptions owned by customers.

  • Quote Preparation and Compliance: Collaborate with legal, finance, and credit to ensure quote preparation and compliance (NDA).

  • Real-time Deal Support: Provide real-time (live) support for DX deal issues.

  • Negotiation Support: Review and assist with negotiating non-standard quotes and contractual terms in collaboration with legal.

  • Account Information Updates: Support updates to customer and prospect information (e.g., legal entity name changes, parent/child subsidiary mapping, address updates) in collaboration with the Customer Master Data team.

  • Customer/Prospect Forms: Assist with required customer/prospect forms.

  • Contract Review and Approval: Review and approve contracts to ensure terms, pricing, discounts, and all deal terms are accurate and appropriate.

  • End-of-Period/Quarter Reviews: Own and facilitate regional end-of-period/month and end-of-quarter operating reviews. Conduct twice-daily calls to review all late-stage deals with sales and other supporting functions to ensure deals are ready for signature, reported accurately, and that sellers have the support needed to close business.

  • Forecasting Support: Support regional weekly forecasting, solidifying forecast numbers for transformation net ACV and other large deals in the pipeline.

  • Performance and Pipeline Reporting: Own regional performance and pipeline reporting at period/month and quarter end. Distribute reports multiple times daily to ensure forecast and pipeline accuracy for executive CES leadership and CES sales leadership.

What Skills & Experience You Should Bring

  • Experience: 5+ years in Deal Operations, Finance, or another operational capacity within a technology/SaaS environment with increasing responsibilities.

  • Team Management: 4+ years of experience in building, maintaining, and managing successful teams in a highly matrixed environment.

  • Adaptability: Comfortable working in a rapidly changing and highly dynamic environment.

  • Education: Bachelor's degree or equivalent in a technical focus, Finance, Business, Marketing, or a related discipline.

  • Technical Skills: Proficiency in Salesforce.com, Google Suite, and Excel; experience with Domo or Tableau preferred.

  • Communication Skills: Advanced verbal and written communication skills.

  • Presentation Skills: Advanced presentation skills.

  • Pressure Management: Demonstrated ability to work under pressure, manage multiple tasks/projects simultaneously, and drive cross-functional teams to meet common goals.

  • Discretion: Handles confidential and sensitive information and records with a high degree of discretion, diligence, and good judgment.

Competencies:

  • Integrity: Demonstrates honesty and integrity in managing people and resources, treating others with respect, fairness, and concern for their welfare.

  • Problem-Solving: Identifies and resolves problems promptly, gathering and analyzing information skillfully.

  • Organization: Well-organized, self-directed team player who remains open to others' ideas and is willing to try new things.

  • Adaptability: Adapts to changes in the work environment, manages competing demands, and deals with frequent changes, delays, or unexpected events.

Trimble’s Inclusiveness Commitment:

We believe in celebrating our differences. That is why our diversity is our strength. To us, that means actively participating in opportunities to be inclusive. Diversity, Equity, and Inclusion have guided our success while moving our desire to improve. We actively seek to add members to our community who represent our customers and the places we live and work.

We have programs in place to ensure our people are seen, heard, and welcomed and, most importantly, that they know they belong, no matter who they are or where they are coming from.

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