Senior Director, Global Deal Desk

Company Description

Zscaler (NASDAQ: ZS) accelerates digital transformation so that customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange is the company’s cloud-native platform that protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. 

With more than 10 years of experience developing, operating, and scaling the cloud, Zscaler serves thousands of enterprise customers around the world, including 450 of the Forbes Global 2000 organizations. In addition to protecting customers from damaging threats, such as ransomware and data exfiltration, it helps them slash costs, reduce complexity, and improve the user experience by eliminating stacks of latency-creating gateway appliances. 

Zscaler was founded in 2007 with a mission to make the cloud a safe place to do business and a more enjoyable experience for enterprise users. Zscaler’s purpose-built security platform puts a company’s defenses and controls where the connections occur—the internet—so that every connection is fast and secure, no matter how or where users connect or where their applications and workloads reside.

The Zscaler Sales Culture

Winning Technology and Products -We offer the best technology and products for the cloud first world. We pioneered cloud security and continue to grow our 70B + TAM by releasing new products every year.

Investing in People – A well-funded and world-class Sales Strategy and Enablement Team to help you succeed. Sales process, practical methods and training to help you ramp faster and close larger deals as companies accelerate their move to the cloud.

Supportive Leadership – An industry leading leadership team with strong values, off the chart business acumen that will help you succeed quickly, while providing mentorship and career growth.

Competitive; We Play to Win – We are playing in a rapidly growing TAM and huge market mega-shifts that leads directly to Zscaler; tracking a growth path similar to Salesforce, Workday, & ServiceNow.

Job Description

The Head of Global Deal Desk leads a geographically dispersed, multi-disciplined deal desk team, using and fostering the talents of each team member. 

Demonstrable flexibility and resilience, adapting quickly to changing circumstances while keeping the team focused on the goals and deliverables. 

Rises to the challenges of roadblocks and red tape and shows leadership in navigating such issues. Effectively manages specific situations and requirements of team members and other stakeholders. 

Works well under pressure, to very tight deadlines but leads the team with empathy and understanding of each team member's situation.

The Deal Desk team is responsible for supporting the Global Sales organization in structuring deal pricing, terms and managing the non-standard policy review and approval process.

The ideal candidate must build and maintain strong working relationships with our sales leadership and cross-functional stakeholders. This role will partner with multiple internal groups including Sales, Finance, Legal, Product Management, Sales Operations and Customer Success to maintain efficient support to deals and to define and support the initiatives of the Global Deal Desk team.

ESSENTIAL FUNCTIONS: 

• 7-10 years of experience in deal operations from a similar customer focused highly complex sales environment
• Lead a team of Deal Desk managers, training, mentoring, hiring the best talent 
• Drive best practices that ensure decisions are appropriately considered aligned to the company’s strategy
• Define and enforce process adoption across the team and beyond
• Respond to escalated inquiries
• Collect data and information to further standardize the deal formation process. Identify opportunities to automate elements of the deal desk and improve operational execution
• Identify and recommend policy and process improvements to enhance the effectiveness of deal structure, exception processes and ultimately decrease deal cycle time
• Partner with sales enablement on training strategy 
• Work with finance and order management to improve the order receipt process
• Highly analytical with strong forecasting and hands on data analytics skills
• Process and efficiency-driven, with strong experience in improving sales processes and tools
• Proven track record in closely collaborating with senior sales leadership, and the rest of the sales org
• Quick to grasp the overall business objectives, and to prioritize, initiate and execute deal related initiatives and projects that support them
• Holistic mindset, used to collaborating within GTM org
• Proactive in spotting bottlenecks and opportunities, and generating actionable solutions to tackle them

Qualifications

• Team player that builds trust-based relationships, with the ability to challenge and influence stakeholders, and resolves roadblocks
• Structured and organized, balancing big picture thinking with meticulous attention to detail
• Always looking to innovate with a strong interest in automation, and the future of deal desk
• Intellectually curious, embraces learning, and challenges the status quo
• Thrives in fast-paced and ambiguous environments, positively embracing change
• High proficiency in Salesforce is a must
• Team leadership experience with a strong, team-oriented leadership mentality
• Able to frame and confront issues and make tough decisions
• Energetic, driven and self starter
• Ability to lead, challenge and influence at all levels
• Strong personal credibility and counseling skills
• Team-oriented planner, decision-maker and able to creatively drive consensus
• Bachelor’s Degree in Business Administration, Finance related field or relevant experience
• Strong understanding of sales processes and methodologies
• Strong organizational skills with ability to manage multiple projects
• Excellent analytical skills with strong attention to detail
• Excellent written and verbal communication skills
• Experience working in an entrepreneurial, fast-changing environment that requires strategic thinking, resourcefulness, results-oriented decision making and commitment to excellence

• Demonstrated experience with collaboration between finance, accounting, legal, sales operations and sales to help frame and price customer quotes
• Experience in managing a team of high functioning deal professionals preferably in a high-tech industry
• Must be proficient with Salesforce.com, CPQ tools , MS Excel, and MS PowerPoint

Additional Information

The base salary range for this full-time position is $175,000 to $250,000 + bonus + equity + benefits. Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, location and relevant education or training.

Zscaler is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

What You Can Expect From Us:

• An environment where you will be working on cutting edge technologies and architectures
• A fun, passionate and collaborative workplace
• Competitive salary and benefits, including equity

Why Zscaler?
People who excel at Zscaler are smart, motivated and share our values. Ask yourself: Do you want to team with the best talent in the industry? Do you want to work on disruptive technology? Do you thrive in a fluid work environment? Do you appreciate a company culture that enables individual and group success and celebrates achievement? If you said yes, we’d love to talk to you about joining our award-winning team. 
Additional information about Zscaler (NASDAQ: ZS ) is available at https://www.zscaler.com. 

Zscaler is proud to be an equal opportunity and affirmative action employer. We celebrate diversity and are committed to creating an inclusive environment for all of our employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status or any other characteristics protected by federal, state, or local laws.

Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support. If you need support, please contact us by sending an email to [email protected]. This email address is used specifically for accommodation requests only, and resumes, CV's, or questions other than accommodations will not be replied to or accepted.